Monthly Archives: "January 2009"

Many struggling sellers believe master sellers are saying magical things that are getting customers to buy from them.  The reality is most master sellers: 1. Have a crystal clear idea why they are calling their customers 2. Use a simple approach 3. Ask for the order more often!

I used to work with a guy who made fun of the “positive attitude” people.   “Oh, so all I have to do is have a positive attitude and I will sell everything I need to sell.   I’d like those positive attitude idiots to come in here and try to sell some lumber in

Nothing can be more frustrating than working up an offering for a customer and then having them tell us, “Thanks for the number, James, I’ll let you know…”       No salesperson is needed because no selling is involved; we just give a number and wait for the call-back or call back ourselves to

Down markets can be difficult to sell in.   Let’s call them contracting markets, because that’s what markets do; they expand and contract.   We are in a contracting market right now.   What is the solution?   Get back to the basics: Cast a wider net.   If we are to grow our business