Category Archives: Knowledge
The 4 Reasons Customers Won’t Buy
We have all encountered it—despite our best efforts, there is no sale. When this occurs, I’ve found it helpful to think about what happened in terms of why didn’t my customer buy my product instead of why didn’t I make … Continue reading
Your Sales Call will Fail Unless….
With so much at stake with each sales interaction, why do reps set themselves up for failure? I’m referring to their lack of planning and delivering a great opening. As I have often said, “A great opening does not make … Continue reading
The 2 Skills They Don’t Teach You in College that You Must Know to Succeed
Nobody is fonder of their college experience than I am. I went to the Virginia Military Institute and my education and experience there has in so many ways defined my life. I am now a Board Member of the Athletic … Continue reading
The 10 Secrets of Success in Selling
The 10 Secrets of Success in Selling “Success is simply a matter of luck. Ask any failure.” [Earl Nightingale] What does it really take to be successful in selling today? Allow me to share those guidelines that I find worthwhile. … Continue reading
PPSR: One District’s Selling Mantra
If you ask anyone who worked for me when I was a pharma sales manager (over 20 years ago) what PPSR refers to, odds are they’ll still remember and be able to rattle off: Profile, Plan, Sell, Remind. That was … Continue reading
I Probably Shouldn’t Say this But…
“I probably shouldn’t say this but…” That statement got your attention didn’t it? This is the right way to begin your sales call—to say something that will make your prospect/customer stop and listen. The reality is that in today’s environment … Continue reading
Strategic Relationships
Relationships tend to be among those things we take for granted. We rarely consider them organizational or personal assets. But one could argue that they may be more worthwhile than those myriad of other things that we focus on. The … Continue reading
What if you could…
“What if you could…”—those are some of my favorite words in selling. I love using hypothetical statements to make my point—it tends to shift the focus from telling someone what I think they should do and allows them to join … Continue reading
Why Hiring the Best Isn’t Good Enough
You’ve just hired a top sales rep—one that shows real promise based on past results and seems to be a good fit for your team and your company. You’re probably feeling pretty good. And then the realization hits you—even a … Continue reading
Overcoming the Brick Wall in Selling
Part of the fun in selling is that you never know what to expect. What works well with one customer can be a death knoll for another. Another fun part of selling is that you are continually challenged. Some customers … Continue reading
