November 17, 2021 7:12 amPublished by Dave ClemensLeave your thoughts
The most successful salespeople know it’s far more efficient to sell to existing customers than to slog through a bunch of cold calls. They also understand that upselling, when done…
October 13, 2021 8:13 amPublished by Dave ClemensLeave your thoughts
You’re a savvy sales professional, and you know it doesn’t do any good to trot out product benefits that don’t interest your buyers. You make sure to align the benefits…
September 21, 2021 7:24 amPublished by Dave ClemensLeave your thoughts
Salespeople should always be looking for ways to upsell their buyers. Right? After all, selling more and better product to existing customers is easier than beating the bushes for new…
August 24, 2021 7:38 amPublished by Dave ClemensLeave your thoughts
You’ve won over the prospect you’ve been wooing for months. He’s convinced you’re offering great value with your product and is ready to close. And now, all you need is…
July 20, 2021 7:10 amPublished by Dave ClemensLeave your thoughts
Human beings have long been conflicted about money. It’s been called “the root of all evil.” And when it comes to our relationships, it’s just something we’d rather not talk…
June 16, 2021 8:29 amPublished by Dave Clemens1 Comment
What can salespeople hope to achieve by asking questions of buyers? The answer may seem blindingly obvious. You ask questions to find out how your buyer’s needs match up with…
May 12, 2021 7:23 amPublished by Dave ClemensLeave your thoughts
When’s the best time to ask your buyer for a referral? During the honeymoon phase right after you close the deal? Or a few weeks later when the customer has…
April 14, 2021 7:57 amPublished by Dave ClemensLeave your thoughts
You know the problem with hiring salespeople? The very fact that they’re salespeople – and so are good at persuading sales managers in job interviews that they can do things…
March 17, 2021 7:16 amPublished by Dave Clemens1 Comment
Experienced salespeople know that telling stories is a powerful way to get key points across to prospects. But have you ever wondered why a good yarn is so persuasive? In…
February 17, 2021 7:28 amPublished by Dave ClemensLeave your thoughts
Everybody knows that 90% of an iceberg lies beneath the surface of the ocean. That’s what makes icebergs so dangerous — like the one that sank the Titanic, they can…
