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Asking the right question starts the sales process and helps to achieve this goal of  How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked.
Before traveling into the why, one important word in the first paragraph is “asking” [...]

Engaging with new customers has always reminded me of a fine musician approaching an new piece of music or composition, there is a delicate balance of forces, energies and expectations.  Add to that the fact that these emanate from and impact multiple participants in the process, the musician, the composer and the audience.
Playing the role [...]

When we propose post topics for the group, a lot of things look good when you first put them up for consideration, even after review. But as time passes you wonder why the topic was selected, and so it is for me with the question of “What next after CRM?”  The reason for is that [...]

Retail selling can be difficult, but providing sales training for your staff on these collaborative sale methods will boost your sales effectiveness.

Do you find yourself giving 40% discounts in the second week of March, in July? if the answer is yes, then it is time to succumb to the current economic state and surrender. If not, what are you doing to keep sales alive?
If it is too late and you are forced to drop price to [...]

During the late 90s and early 00s I made my living improving sales processes. I lived and breathed process maps, metrics, re-engineering workshops and implementation plans.
So what I’m going to say may sound a little sacreligious – but over the years I’ve come to believe that sales processes just aren’t that important.
Now don’t get me [...]

We are surrounded by processes everyday. When you get up out of bed you are going through the process of waking up, the everyday process of breathing is a set of organic processes, when you turn the ignition key of a car you are starting a very complicated process of mechanics a by-product of which [...]

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In Sales, process is everything. By nature I am not a process-oriented guy, I am more of the fly by the seat of my pants gut-reaction type. However, not everyone works well like this (including me). I learned early in my sales career that processes, as much as I hate [...]

Have you ever tried to implement a new sales process with prospective customers in your sales career? If you have ever sold for a living, you have. You have to start somewhere, right?
Whether you were just a new salesperson or were just trained on a new way of selling, we all take a [...]

A lot of sales people and organizations talk about a sales process, but many really don’t get it, and as a result end up doing more harm than good through the motion of implementing one.
A good sales process is a series of logical steps, executed in sequential order that help the buyer and seller go [...]