Selling Your Way Out

Selling your way out – it seems like common sense, yet I see this more often than you might imagine.  Selling more at a loss never profits.  You can’t sell more of something that just isn’t profitable and expect a return.  This is likely one of the most frequent causes of business failure.  This past […]

Chasing Sales People…Away.

Good Sales People Won’t Stand On Unemployment Lines Talking with my son the other day (he’s sixteen right now), I was telling him, “Regardless of what you do in life, learn how to sell”. Unemployment numbers are high in the US, yet all of my clients are looking for sales people!  So there are jobs, […]

The Fear of Man

Fear is disabling.  It’s easy to become busy with work, and then to wonder why the sales are slow.  Could it be that fear has refocused you on busy work rather than on reaching the goal?  Moving up to meet decision makers, presenting new ideas, and reaching out to new prospects, all lead to one […]

Will They Buy From You?

There are thousands of sales techniques out there, but when you boil it all down, people buy from you (or don’t) because you are you.  So what value do you bring to the sale?  You’ve heard it said, “People like to buy, but hate to be sold.”  I’ve heard this for years, so whoever claims […]

The Technical Support Money Hole

When I was growing up my father used to refer to our boat as a hole you throw money into.  You probably have something like a boat; something that continually eats away at the bottom line.  When it comes to selling support work, there are several holes I’ve identified.  Things to avoid if you want […]