Recently I heard a veteran seller lament, "I'm getting my butt kicked, I think it's time to move beyond being a features and benefits seller." My response was simple, "Welcome to 2011, and here are five reasons you should:"
Kurt Sima, on September 29, 2011
Recently I heard a veteran seller lament, "I'm getting my butt kicked, I think it's time to move beyond being a features and benefits seller." My response was simple, "Welcome to 2011, and here are five reasons you should:"
Demrie Henry, on September 19, 2011
Just like every other five year old tomboy, I loved frogs… especially the baby ones. And in my town, after it rained, momma frogs and baby frogs were everywhere. As soon as the downpour was tamed into a light sprinkle… my brother, sister and I couldn’t get outside fast enough to search for baby frogs. The big frogs were ok, but it was the teeny tiny baby frogs that we were after.
Emily Estey, on September 13, 2011
Why, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open).
Demrie Henry, on September 7, 2011
The first time I heard this phrase was in 2000, I was watching the movie Boiler Room in Denver, Colorado. Ben Affleck’s character was trying to “motivate”—or better said— “scare the dickens” out of his rookie recruits. I vividly remember him leaning over the conference room table, squarely looking each and every recruit in the eye telling them with force… “sell or be sold… someone is always selling… either you are selling them on why they should buy OR they are selling you on why they won’t/can’t buy... ”
