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…
May 22, 2024 7:22 amPublished by Dave ClemensLeave your thoughts
Imagine you’re trying to close a sale with a buyer we’ll call Sophie. But Sophie says she needs to “sleep on it.” “Of course,” you say. “We’ve been discussing this…
April 30, 2024 7:08 amPublished by Dave ClemensLeave your thoughts
In a busy shopping mall, a researcher posing as a panhandler approaches passersby, asking them for bus fare. Most say no. A few say yes. But when the researcher adds…
March 26, 2024 7:08 amPublished by Dave ClemensLeave your thoughts
Know what “tag questions” are? Maybe you don’t recognize the term. But you’ve undoubtedly heard them used. It’s when someone states a position, then puts a short “tag” at the…
February 20, 2024 7:25 amPublished by Dave ClemensLeave your thoughts
Imagine you’re doing an account review with a longtime client — let’s call her Jane. At the end, Jane says, “By the way, I read an article about some new…
January 30, 2024 7:16 amPublished by Dave ClemensLeave your thoughts
The more prospects you have in your pipeline, the more sales you’ll eventually make. It sounds so reasonable, even inevitable. Yet research from a leading sales consultancy demonstrates that this…
December 19, 2023 7:11 amPublished by Dave ClemensLeave your thoughts
When you closed that big sale a month ago, your buyer was enthusiastic. She was eager to get your solution in place and start reaping the benefits. But now that…
November 22, 2023 7:06 amPublished by Dave ClemensLeave your thoughts
Every salesperson knows that there are times, like the end-of-year holidays, when you may want to give a good customer a gift, depending on the kind of relationship you have….
October 17, 2023 7:03 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve just taken a call from a big customer who is convinced his monthly bill is steadily getting higher. It’s not — you checked. There’s been some monthly fluctuation,…
September 19, 2023 7:16 amPublished by Dave ClemensLeave your thoughts
Imagine you’ve been introduced to a stranger at a party – let’s call him Larry – who lets you know immediately that he comes from an old-money family, graduated summa…
