Long-Term Selling


The relationship you build is more important than the pressure close.

“The bonds that unite another person to ourself exist only in our mind.” — Marcel Proust

Do you want to sell more? Sure you do, but the question is, “What price are you willing to pay for your long-term success?” Are you willing to give up instant gratification? Many salespeople are not. Why would you even consider delaying the gratification of a sale, especially if you sell on commission? For your sustained selling success, I believe it is infinitely more valuable to your selling career to put off the … Read the rest

Partner Selling: Steps to Serve Your Customers and Be Rewarded


Partner selling is a very logical approach to selling in today’s electronically connected world. We all like to do business with people we know and trust. This simply makes a buyer more confident in their purchase. If you sell from the perspective of serving customers as a partner, rather than an opponent, your rewards will certainly follow.


To become a trusted partner with your prospects and customers, first care enough to see their needs through their eyes. Their perception is their reality. Seeing things through their eyes will help you to position yourself as their caring and trusted partner … Read the rest

The Real Cost of Mediocrity


Have you ever wondered what the real cost of mediocrity within your organization might be? Has there ever been a time when a mess-up by someone internally, proved to be quite costly in both money/resources and time/energy? Has there been a time when a mess-up by someone in your organization caused a huge toll on an outsider, i.e., supplier or customer? Training, ego and attitude can be the answer.

In the world of selling, the real cost of mediocrity can be extreme.

In selling, there are generally two categories: hunters and farmers. The hunters are the salespeople, both inside and … Read the rest