Posted: July 28, 2011 | Categories: Sales

A frequent comment I hear from my clients this time of year is, “summer is a tough time to sell”.  We could debate that question.  We all know how important attitude is in selling, and if we are willing to write off 25% of the year as a bad time, it might be time for an attitude check.
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Posted: July 20, 2011 | Categories: Sales

Here’s a question…How much time do we have on our average sales call…30 minutes…60 maybe.  And how about our attention span?  Is is getting longer or shorter?  Face to face time is like gold, and just like gold, we need to treat it as a precious metal.  That means doing our due diligence…no excuses.  Because of the Internet, our prospects expect us to research their company well before we meet.  If we haven’t they will notice it, and they probably won’t be impressed.  I’ve found it helps to have a key web page or two printed out and highlighted so that the prospect and I can both refer to it if appropriate.
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