Home / Tag Archives: Sales (page 2)

Tag Archives: Sales

Why buy a rugged device when I can get an Apple tablet with a $100.00 military grade case

I saw this comment on LinkedIn and though I should share my response with the VARCoach group. At the start of the mobility revolution, Apple iPads was the device of choice. It is sexy, easy to use and relatively cheap!!…. Is it!!?? Restaurants, clothing stores, boutiques, coffee shops, sales teams, service technicians and the list goes on, succumbed to the lure ... Read More »

Handling Angry Customers

We’ve all had the joy of being faced with an angry customer for one reason or another. Sometimes it is something your company has done to upset him; such as a late delivery, poor service, a flawed product or a billing problem. Sometimes it’s something you did or didn’t do personally; such as forgot to follow up, messed up his ... Read More »

Two Underused Secrets in Motivating Others

“I consider my ability to arouse enthusiasm among others the greatest asset I possess. The way to develop the best that is in others is by appreciation and encouragement.” ~ Charles Schwab (1862-1939) US president of Carnegie Steel (1897) By the time Friday afternoon rolled around this week, I wanted to crawl into a cave and not come out, ever. ... Read More »

Team Selling

There’s no “I” in Team, but there’s a “ME” in there! You’ve heard the saying before that there is no “I” in team. And that’s true. A team is a collection of people working toward the same goal with the single objective of successfully reaching a satisfied conclusion. However, when you’re a sales rep there’s a slightly different spin on ... Read More »

Penetrating Other Departments

How to sell deeper into your existing client’s business I received a call from a sales executive (let’s call him Carl) recently about a dilemma he was having. He said, “Russ, I have a great suite of products and services that can address the needs of various departments and functions within a company. But once I get the first sale ... Read More »

Why Do We Buy?

If you understand the triggers that make people buy then you can sell more. And you can find more eager customers. Our emotions trigger us to buy. Don’t make the mistake thinking that people buy what they need. People buy what they want. Needs are driven by logic while wants are driven by emotions. We buy what we want. Don’t ... Read More »

Align Your Sales Strategy With Your Corporate Strategy

When your sales strategy is not aligned with your corporate strategy, your organization can become its own worst enemy. While the sales force may be heading in one direction (e.g., applying their own processes, emphasizing certain product lines, addressing their own objectives) the corporate direction and priorities could be completely different. Of course it’s the customer who suffers the most ... Read More »

Saying “No” Can Save You Money

Don’t back down when customers want a discount When was the last time you told a customer “No” when they asked you to discount? And how often are you prepared to walk away from a prospect when they ask for more than you are normally prepared to do? If you’re like many sales people, your answers might be, “Not often ... Read More »