Monthly Archives: "December 2008"

Business owners and sales managers ask me two questions.  “Should I hire experienced or inexperienced salespeople?”  And “How do I grow my sales force?” Let’s look at the pros and cons of hiring experienced and non-experienced sellers. Experienced Sellers

Competing on price is often just being in front of the wrong customer, with the wrong product at the wrong time.   Avoiding that situation is a subject for another article. But in the hyper-competitive lumber industry, we are often in front of the right customer, at the right time with the right product, and

Recently one of my students told me he learned something.   “James, I’ve finally learned how to sell manufacturers.”   I asked him what had changed.   “I speak to them with a more serious tone.”   This student happens to have an outgoing personality and approaches most people with an open, joking style. “James,

What do we feel for the fearful?   We pity them, we feel sorry for them, right?     These are not the feelings we want our customers to feel for us. We respect and revere the fearless.   Don’t we want our customers to respect us? If we are fearful, our customers will feel