The Limits of Needs-based Selling and Consultative Selling
Needs-based selling and consultative selling have their limitations.
How Sales Contests Kill Sales
Sales contests foster short-term anti-customer behavior that hurts longer term business.
When On-message Marketing Makes for Off-trust Sales
Marketing's attempt to keep "on-message" can sabotage good sales.
I Can’t Make You Love Me–If You Don’t
You can't control other people; but you can manage yourself.
Does Your Customer Trust You? The Acid Test
The acide test of trust in sales is willingness to recommend a competitor if that's the right thing to do.
Don’t Believe What They Say About Listening and Sales
The sales admonition to sell better is only half true; it's not about the answsers, but the process too.
Top Ten Things Not to Say in a Sales Call
Top Ten list of no-nos a salesperson should never say
FUD – Why Sell Is Still a Four Letter Word
Greg Milliken tells us about the origin of FUD—Fear, Uncertainty, and Doubt. Think “Nobody ever got fired for hiring IBM.” In other words, it’s selling by spreading FUD about your…
How Marketing Can Destroy Sales Trust
When marketing overwhelms sales, the results are bad--for all concerned.
Hostage Negotiation – Lessons for Selling, Customer Service and Business Relationships
How we hold ourselves hostage, and destroy sales and relationships by so doing.