by Don F Perkins …or at least that’s the perception out there. Here come the sales people! Run for your lives! When I first started in sales, I knew it would be difficult, but it didn’t take long before I began to realize what a...―
Hey. I don’t like it any more than you do. Sometimes, I wish I could just excel at everything. Well, if wishes were horses, dreamers would ride. Time management is your friend. What’s My Job Anyway? I talk to business people all day...―
The problem with salespeople is that they are always trying to sell you something. Not On Your Life I was reading from Robert Terson’s new book yesterday “Selling Fearlessly”. There’s a section where Bob’s talking...―
It appears to be the consensus of contemporary selling that one cannot generate interest on pitching product features alone. As my VP might say, “when a house is full of mice any mousetrap will do.” How, then, are we to strike a ...―
When your job is to help decision-makers make good decisions, it’s easy to get caught up in the “best practices” Are you using interest-creating statements? Are you speaking with confidence? Are you focusing on their business ...―
There was a time when customized products and personalized services were catered exclusively for the discerning and well heeled. In a world full of luxury dumbed down and mainstream, there has been an up-shift by certain manufacturers trying to...―
(Sales) Management by Tactics (MBT) is an unconventional process of increasing sales activities and revenues -- unlike the traditional Management by Objective (MBO). The presentation describes the sales management supervisory technique and its...―
It always bothers me when people talk about doing anything “on a budget.” What they really mean most of the time is doing something “without a plan.” If we had planned for it, we would have a real marketing budget to spend ...―
What comes to mind when someone asks you for your most important sales advice? I’m not talking about lengthy diatribes or wordy plans and strategies. No. If I were to say to you: “Don’t overthink it. Give me your most powerful ...―
My wife is one of the best sources of sales horror stories. I don’t know what it is, but whenever she goes to make a purchase, she always seems to attract the most obtuse sales persons. Here’s another tale that demonstrates just how to drive...―
Sales objections are a huge issue. In fact, so many of my prospects immediately object to requests for a meeting that I’ve decided to analyze why and what to do about it. Learned Behavior And False Reads When we first meet with our customers, they...―
Before you go prude on me, remember that this is a sales and content marketing blog. Would I really blog about humans having sex? I make no apology for the tagline. It got you here didn’t it, you prevert. Stay with me here, because this is a ...―
You got a blog? Or you are just interested in being a brand on the Internet? Where exactly ...
I have no doubt that creating and using an eBook for marketing is one of the most powerful ...
Chances are you’re eating more sugar than you think, especially if you’re ...