There's trouble brewing again.  The U.S. economy -- and the world economy in general --fears a financial backlash yet again. A recent feature in The Gleaner reports that the recent recession which started around 2008 had a crippling impact on the world economy.  Markets fear that another recession is waiting around the corner thanks to the excessive debt of the American economy and several countries of the European Union (EU). For you as an entrepreneur or a sales professional, this can be bad news.  Budgets become necessary, customers will fear financial crunch and will turn way by the day....


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I believe that the uncertainties of the past two you years have made your prospects very uncomfortable. They have been plagued by fear and doubt and are looking for someone they can trust to help them solve their problems. But how can they trust a salesperson if they feel that all a salesperson wants is another sale? How do you get through this barrier? How do you penetrate their shields? You must use a little human nature SALES TIP Ask yourself, what would make you trust a salesperson? What would make you want to buy a product or a service? What kind of behaviors and phrases make you relax...


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“I want my sales reps to be ruthless”. This is the feedback I received from a regional sales manager at a solution provider client of mine. His comment got me thinking. I honestly don’t know if he meant that he wanted his team to be a mean, cold hearted group of SOBs when it comes to selling. He may have. However, instead I think it was a little deeper than that. I think what he meant was, something that I’ve noticed with a lot of folks both young and old. From the younger sales folks it seams like many expect too much for little effort. And from the older folks…well many have been...


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The first ten seconds of your first call with someone will determine the rest of your relationship with your client. Those ten seconds determine whether you will ultimately succeed or fail. You may get a subsequent appointment, but if you fail to capitalize on those ten seconds then you are going to face harsh negotiation and the psychological chess games. So use those precious ten seconds to show your prospect (more...)


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IT buyers are spending differently now then post recession and, yes it may require better or different sales skills and marketing but the point is people are still buying. So why are so many people worried? I think it has to do with change. We want to believe that if we hold off a little things will go back to the way there were. Some people don’t want to look at their business and see what they can do to change. But that is exactly what you should be doing now. I believe that right now is an opportunity. As our buyer’s behavior has changed so should (more...)


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No doubt about it we are living in some turbulent times. And unless you are consciously proactive, all the negative news spewed out every other minute can have a negative impact on your psyche. And worse yet it, it can affect your sales results and your sales people. As an owner or sales/marketing executive, you have do everything you can to avoid the following attitudes and their related actions among your sales team (more...)


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