Don’t Sell?!

A recent study by McCord Training, http://thecustomercollective.com/TCC/32087 reveals some interesting and powerful results.  They surveyed 450 businesses to determine what was most effective in getting them to do business with people they had never done business with before.  They examined cold calling, referrals, meetings and conferences and so on. What …

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ARE SALES PEOPLE MANIPULATIVE?!

  Dave Brock in a post last week http://partnersinexcellence.blogspot.com/2009/05/how-we-express-ourselves-our-words.html spoke about how the words we use, convey a point of view to our customers. So if we are using words like “lure”,” hunt” or, “eat what we kill” when talking about selling, how do you think our customers would respond. …

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It’s OK to be Nervous

                                When I first got started in selling, I mean really started, I had a boss named Jon. Jon’s motto was that if weren’t a little nervous in a sales call you weren’t working hard enough. What he was trying to instill was the need to stretch always for the …

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