I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo. For commercial producers this is probably … Continue reading →
A while back, Inc. Magazine contributor Jeffery James wrote about some interesting parallels between fighter pilots’ training and successful sales operations. We thought those comparisons were great, especially since situational awareness – one of the must have qualities of any … Continue reading →
As sales professionals, we want to answer questions with assurance and convey our knowledge and expertise, but there’s a problem. When we offer familiar answers based on preconceived ideas, we miss the opportunity to learn more about the questioner and … Continue reading →
Breaking through the status quo of complacency can be a major sales challenge. No matter how compelling your case for improving their situation, people are going to feel anxious about making changes, because change brings insecurity, and that makes us … Continue reading →