Meeting with the occasional unendurable client is just part of the sales professional’s job. Regardless if we are a big or small firm, knowing how to appropriately deal with this type of challenging client can convert nightmare clients into dream customers. Our...
Even before you offer a sales pitch, you may may have to overcome prospects’ fear of buying. Even though you are in a professional area working with a professional buyer, that doesn’t mean that there is rational thinking going on all the time. You have to...
A compelling pitch is a sales rep’s lifeblood. You may have the greatest product in the world, but if your pitch falls flat you might as well be selling 30-year-old vacuum cleaners. Pitches fall flat for three main reasons: They’re boring They’re too abstract They’re...