March 19, 2025 7:20 amPublished by Dave ClemensLeave your thoughts
Unless you’re fortunate enough to be selling something radically unique, you’ve probably got competitors providing similar products or services. So then your challenge is clear: How can you differentiate yourself…
March 4, 2025 7:25 amPublished by Dave ClemensLeave your thoughts
It’s something every salesperson is aware of: Confidence is a key quality for sales success, along with such traits as honesty, persistence, optimism and empathy. But even knowing this, you…
January 29, 2025 7:21 amPublished by Dave ClemensLeave your thoughts
Joy has been selling office equipment to a national manufacturing company for years. She has a great relationship with Carlo, the regional purchasing manager, often sharing jokes and updates on…
December 11, 2024 7:47 amPublished by Dave ClemensLeave your thoughts
Connie, who sells industrial control systems, is meeting with Edward, the CTO of a large corporation. After months of meetings where they explored three buying options, Edward says he and…
November 13, 2024 7:18 amPublished by Dave ClemensLeave your thoughts
You’re negotiating a big contract to lease machinery to a customer, Amber. She’s insisting on a significant discount, but you’ve already gone as low as you can. You know Amber…
October 16, 2024 7:23 amPublished by Dave ClemensLeave your thoughts
To win complex sales, you usually need a “champion” within the organization who will advocate for you. But research published in the Harvard Business Review suggests that there’s something about…
September 17, 2024 7:27 amPublished by Dave ClemensLeave your thoughts
Did you ever hesitate to ask — or fail to ask — a question whose answer you feared would be No? Most people have. When we do, we’re being influenced…
August 29, 2024 7:19 amPublished by Dave ClemensLeave your thoughts
Salespeople know that there are things you can do over time to build buyers’ trust that you’re competent and willing to help them. But trust can begin to blossom as…
July 17, 2024 7:23 amPublished by Dave ClemensLeave your thoughts
It’s Monday morning. You call a customer who you think is ready to close a deal you’ve been working on for weeks. He says he’s too busy right now. “Call…
June 18, 2024 7:15 amPublished by Dave ClemensLeave your thoughts
One of the toughest calls for a salesperson is when to stop calling a lead or batch of leads. On one hand, you don’t want to waste your time on…
