1. Never touch base. Your credibility is a key part of your sales success. That credibility comes from your expertise, your authority and your availability. You must avoid everything that detracts from your credibility. When you touch base you are detracting from your credibility. Expertise means you have knowledge that’s useful to your customers and … [Read more...]
Tough Love for Sales Success: Are You Successful?
The salespeople I work with sometimes tell me how well they are doing. There’s only one problem. They’re not doing all that well. Why? They are the ones who think they’re doing well. Here’s what I tell sales managers to use as they gauge their salespeople’s success. You can use the same criteria to judge how you explain your own … [Read more...]