May 15, 2017 12:09 pmPublished by Andre Bruchez
Sometimes, prospects who should be saying yes… just can’t. They have authority, need, urgency and money. They tell you that your proposal offers good value… but they just can’t pull…
May 10, 2017 6:14 pmPublished by Andre Bruchez
We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it….
May 3, 2017 4:50 pmPublished by Andre Bruchez
Find out how micro-learning, a new approach to developing sales talent, uses short, laser-focused, single-concept training modules to sharpen your reps selling skills. It’s the answer to keeping today’s short-attention-span…
April 24, 2017 11:48 amPublished by Andre Bruchez
As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks…
February 18, 2017 8:42 pmPublished by Andre Bruchez
“Don’t sell past the close.” You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some…
February 17, 2017 8:46 pmPublished by Andre Bruchez
You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you…
February 17, 2017 8:39 pmPublished by Andre Bruchez
We’ve all faced customers and prospects that pride themselves on how hard they can squeeze their vendors. But this approach only works when you let them get away with it….
February 17, 2017 8:34 pmPublished by Andre Bruchez
Presenting to CEOs is a challenge for even experienced sales professionals. CEOs speak a different language, think about business in a unique way and have very little time to deal…
February 17, 2017 8:29 pmPublished by Andre Bruchez
Sooner or later, every salesperson faces angry customers. Maybe it was something you did. Maybe somebody else in your organization dropped the ball. Maybe the customer is just being unreasonable….
February 17, 2017 8:18 pmPublished by Andre Bruchez
It’s no secret that referrals are incredibly valuable prospects that can turn into high-value buyers — and you should never miss the opportunity to ask your customers for them. But…
