The ONE Thing You Need to Succeed

June 28, 2012 by  | Leave a Comment Filed under: Sales 

My 11-year old son is an avid soccer goalkeeper. I’ve noticed a pattern with him and the other players on his team that is similar to what I see with salespeople in business. Specifically, each player is often trying to convince their parents that they need one thing that will make them (read on...)



They Don’t Know What They Want

May 16, 2012 by  | Leave a Comment Filed under: Sales 

Conventional wisdom says that the best prospect is the organization that has a need, budget, and is sure that they need what you sell. In fact, if you are like most executives I meet with, you’d be nodding your head in agreement. So, let me turn that concept Upside-Down. Before you think I (read on...)

Consultative Selling Is a Lie!

April 28, 2012 by  | Leave a Comment Filed under: Sales 

It is a somewhat provocative title, I know, but it did grab your attention, right? I come across quite some salespeople that claim to be ‘consultative sellers’ or even worse: ‘advisers’. I always wonder who they are trying to fool; themselves, the customer or both. What is (read on...)

Stellar Products Sell Themselves, or Do They?

April 25, 2012 by  | Leave a Comment Filed under: Sales 

My world is consultative selling and all my clients require a consultative sales approach. In other words, they sell something that you can’t take a picture of. Consultative selling is viewed as more challenging and demanding than selling a product, but even if you are in the lucky position (read on...)

Don’t Negotiate Alone

April 24, 2012 by  | Leave a Comment Filed under: Sales 

In my previous company, I spent many days overseas in developing countries structuring licensing agreements as part of our global expansion. On the days when we did not have meetings, I would often visit the local markets to purchase various gifts to bring home (I still have about 50 silk gift (read on...)

3 Keys to Not Suck at Networking

April 18, 2012 by  | Leave a Comment Filed under: Sales 

Last week I was fortunate to have been invited to address an audience at the Vienna-Tysons Regional Chamber of Commerce trade show. A good portion of the more than 400 registered joined me for my session. One question that several attendees asked was about leveraging their network for (read on...)

What Soccer Can Teach About Sales

April 4, 2012 by  | Leave a Comment Filed under: Sales 

My 11-year old son is a goalkeeper for a very competitive soccer team. With some recent changes on his team, there has been a shift in their performance. In the past, their defense was solid, and their offense was deadly. They could score at will. Early in the new season, the team has managed to (read on...)

Sometimes a "No Thanks" Is an Opportunity to Build Trust

March 29, 2012 by  | Leave a Comment Filed under: Sales 

In a consultative sales environment it is important to manage expectations and to understand that the sale will happen on your prospect’s terms and not when you want it to happen. This is true in pretty much any sales situation but it is essential in a long-term sales prospecting (read on...)

Of Course I Am NOT Interested

March 16, 2012 by  | Leave a Comment Filed under: Sales 

My phone rang as I was watching the hockey game. Despite caller ID’s warning, I took the inbound sales call – turns out my team was not playing to their potential and I was happy to have the distraction. The person on the other end introduced himself and said that he was from XYZ Bank (read on...)

Why the RFP Is Wired

March 2, 2012 by  | Leave a Comment Filed under: Sales 

I was recently working with a new client. They were complaining that the RFP they were chasing was wired for another vendor. Wired generally refers to the situation when the RFP has specific qualifications that only one vendor could reasonably address. The team felt they were not being dealt with (read on...)

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