August 22, 2023 7:02 amPublished by Dave ClemensLeave your thoughts
Why is it so hard for salespeople to stopping talking? Sales professionals know, on an intellectual level, how important it is to talk less and listen more. They know what…
July 25, 2023 7:09 amPublished by Dave ClemensLeave your thoughts
Is it fun to encounter a customer who’s spitting mad about something you sold them, a late delivery, or an after-sales service failure? No. Can it be a good thing…
June 29, 2023 7:05 amPublished by Dave ClemensLeave your thoughts
Most sales professionals have heard anecdotal talk about body language and what it signals. You may have heard, for instance, that if your buyer looks up and to the right,…
May 24, 2023 7:20 amPublished by Dave ClemensLeave your thoughts
Let’s suppose you’re an ace at maintaining existing accounts, but you know you could do better at drumming up new business. So you set yourself a goal: Within six months,…
April 18, 2023 7:25 amPublished by Dave ClemensLeave your thoughts
Are your customers satisfied with the products and services you provide? Yes? Congratulations. That and a few bucks will get you a nice Starbucks coffee. Thing is, in surveys up…
March 28, 2023 7:18 amPublished by Dave ClemensLeave your thoughts
What do your customers want from you? Great products? A warm, cooperative relationship? A solid reputation for service? Sure, these things are important. But a landmark study suggests that what…
February 21, 2023 7:04 amPublished by Dave ClemensLeave your thoughts
You know what anchoring is: The first number on the table in a negotiation “anchors” the discussion around that price. If you lead with a high price, the final deal…
January 30, 2023 7:07 amPublished by Dave ClemensLeave your thoughts
When you’re prospecting, do you ever get the feeling that the buyer on the other end isn’t listening to you? It’s not surprising, because a lot of the time they’re…
December 20, 2022 7:17 amPublished by Dave ClemensLeave your thoughts
For salespeople, “yes” is good and “no” bad. We all want to hear customers say “yes” — to an appointment, a demo, eventually a sale. We hate to hear a…
November 22, 2022 7:01 amPublished by Dave ClemensLeave your thoughts
You’ve just gotten a verbal agreement on big deal you’ve been working on for three months. Your buyer tells you to come back the next day with the paperwork. But…
