Your most demanding client might be your best opportunity. When you solve their toughest problems, you earn an unbeatable reputation.
Bill Gillespie
Bill Gillespie recalls outselling a competitor time and time again despite having less equipment. He shares why in this week’s blog.
Reps complicate selling by getting in their own way. But the there’s a simple recipe to success and Bill Gillespie shares it here.
In a world drowning in information, clients don’t need more data. They need you to listen. Bill Gillespie explains why here.
Sales reps need room to grow before they can thrive. Here’s how to know if you’re helping their success, or squandering it.
Bill Gillespie loves to tell stories, but great timing isn’t always the best timing. In sales, there’s power in knowing when to pause.
When you believe in your value, clients do too. Carry yourself as a true partner, and you’ll earn the spot as their No. 1 source.
For buyers, ink on paper is not the problem. They want solutions to specific pain points. Identifying these triggers can set you apart.
Bill Gillespie recalls how a selling opportunity was locked behind gatekeepers. He shares how persistence opened the door to millions.
Can you spot a defining moment? When things “blow up” do you see problems or opportunity? How do you process disruptive change?
Quitting in frustration can rob you of the success waiting ahead. Before you walk away, hit pause and take a moment to reflect.
Just as Bill Gillespie and his cat learned the hard way that surprises can be painful, the same applies to clients. More on it here.
Timing can make or break an opportunity — whether in the delivery room or the sales process, knowing when to act is everything.
Reps focus on selling equipment and services, missing critical sales triggers. Get to know your client’s world. The rest will follow.
Don’t underestimate the power of listening. When sales reps feel heard, they sell with confidence, turning frustrations into fuel.
