To understand how trust is developed, one must understand how beliefs are formed. Trust is a matter of belief. We trust someone because of what we believe to be true about them. Many scientists and neurologists are now trying to uncover how beliefs are formed. What is understood so far is

What is one of the biggest mistakes even the most experienced sales reps make?  Does this scenario sound familiar?  You’ve been working on a major sale for months.  All indications point to a successful outcome. Then, suddenly, the unexpected happens.

Every sales rep eventually encounters the sales rep’s nemesis: the control freak.  Either you encounter this person as a  gatekeeper when you are trying to penetrate the account, or you find yourself chained to them once you’ve entered the account. 
Here are three tips to help you work with “control freaks”.

“He’s such a good salesman, he could sell ice to Eskimos.”  How many times have you heard this or a similar statement when speaking of sales talent?  Even once is too much. 

Would anyone say this about you?

As a sales professional, you demonstrate your understanding of a client’s situation through the use of metrics.  Like the doctor who checks body weight, body fat, temperature, cholesterol limit, etc. before intervening and then measures his intervention by reviewing these same metrics several months later, you should do the same.  What operational metrics...

What is the one glaring flaw that most salespeople have? It’s their inability to formulate strategy.  In fact, most salespeople have no idea of how to develop an

Meetings are the substance of complex, business-to-business selling.  As more and more transactions take place via the internet, the question of the value of salespeople is constantly revisited.  Demonstrate your undeniable value by consistently harnessing the power of meetings.  The most important part of a meeting is not what happens in the meeting, but what happens before. 

One of the biggest and most frequent mistakes salespeople make is presenting their solutions too soon. This leads to a second problem: they present far too...

The CEO made this remarkable statement at an information technology roundtable discussion I participated in last month.  In his opinion, sales people made his customers uncomfortable, and the service people were the people who really understood how to apply the company’s services.