by Bob Nicols | Sep 12, 2013 | Consultative Selling, Sales Tips
A competitor changes one of your prospect’s needs by providing a product with a capability your solution doesn’t possess. That’s right. It’s something the prospect now says they want. And there’s nothing on the horizon with your R&D...
by Bob Nicols | Aug 27, 2013 | Sales Management, Sales Performance, Sales Tips, Sales Training, Selling Skills
Nice guys don’t necessarily get the sale. If I had a dollar for every time I heard a sales manager say, “His prospects and customers love him. But he just can’t close.” Or a salesperson says, “I’m feeling really good about winning this sale. The...
by Bob Nicols | Jun 13, 2013 | Buyer Behavior, Sales Process, Sales Tips
There is no such thing as an unqualified prospect. That’s right. They don’t exist. Yet I’ve heard countless sales managers ask their salespeople whether or not a prospect is “Qualified.” Maybe even YOU have asked that question of people...
by Bob Nicols | Jan 23, 2012 | Consultative Selling, Transactional Selling
A Rant to Call Centers from a Frustrated Customer Let me rant for a few minutes. I know it’s not my style, but I’ve been driven to the brink by two recent call center encounters that left me wondering whether or not I was being punked. The following...
by Mike Bybee | May 19, 2011 | Sales Prospecting, Sales Training, Selling Skills
You’re really just looking for problems that haven’t been solved yet.” That was the advice of my first sales manager as to the best way to sell office products. It would constitute the bulk of what would pass for both sales and product training...
