How do you think a buyer prepares for your sales call? Some do more than you know. One buyer's work on rating suppliers' sales calls gives us insight into how other buyers are scrutinizing our selling. It can also teach us how to be effective salespeople.   A hospital that makes selling better. Ms. Vicki Perfect is the former Director of Employment and Education at … [Read more...]

Did you hear the one about great salespeople being great talkers? They have the gift of gab and they dazzle their customers into buying anything. Some salespeople even believe it. It's the biggest myth in sales. Here's how it got started and why it is a myth. News travels fast. The poor salesman seems to leave a more lasting impression on the customer than the great … [Read more...]

Pareto is very busy in the sales world.  You know the 80-20 rule.  In this case, it means that only 20% of salespeople spend 80% of their time on selling activities.  Are you in this group?  See if you recognize yourself.  If not, here’s how you can join the group. Put your fingers on it fast.  Laura Stack is a professional speaker and author of Leave the Office … [Read more...]