Training tune-up: The 5 biggest pitfalls of traditional selling
Often times, knowing what not to do is as important as knowing what to do when meeting with prospects. Here’s a quick refresher for your sales folks on the top five sales killers to avoid when speaking...
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Overcoming 4 common presentation pitfalls
When the sale is on the line, there are four common pitfalls almost every sales pro has fallen victim to at one time or another. Here they are and how to avoid them — so you can deliver value...
View ArticleDangerous assumptions: 2 pitfalls that could cost you customers
Of course your people know the customers they deal with very well. But that knowledge could lead your folks into these traps. While knowing customers is essential to success in selling, it may be lead...
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6 words that paralyze too many salespeople
This simple sentence is enough for some salespeople to leave a prospect’s office and never return: “I’m satisfied with my present supplier.” But what those salespeople forget is that “satisfied”...
View ArticleThe ‘Deadly Sins’ of Sales Management
Sometimes the cause of flat sales is less about the economy and more about what’s going on internally. Managers need to remain cautious to avoid the common pitfalls that could have a negative impact...
View Article5 common pitfalls of sales management
A well-known expert breaks down the most common sales management mistakes he’s seen, based on three decades of working with companies of all sizes and shapes. As a national sales consultant and...
View ArticleThe 4 leading reasons why cold calls fail
If your salespeople are not making successful cold calls, one or more of the following obstacles may be standing in their way. Here are four pitfalls associated with cold calling — with tips on how...
View Article5 of the biggest pitfalls of traditional selling
In traditional selling, a little change in appearance can change a negative into a positive or a positive into a negative. Here are five examples: 1. The approach is confrontational rather than...
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