The Center for Sales Strategy Blog

If you’ve come to realize that the amount of time you’re spending to “manage” an incessantly needy client far outweighs the amount of revenue they represent for your company… it's time to think about firing them. 

The more senses we employ, the more likely we are to understand and accept the information being communicated. This relates directly to how much use you make of visual and audio aids when selling -- and to what degree you involve the prospect in the sales process.

I think it's a stretch to say that people buy mostly on emotion as opposed to logic. There may be some truth to it, but I think there's a better way to think about the buying process.

I’ll thank Steve Lahr, a Director of Sales in St. Cloud, Minnesota for this analogy to new business development. Steve is relatively new to The Center for Sales Strategy family of clients; Townsquare Media only recently joined our ranks.

We are all in search of the ultimate sales strategy weapon we can employ to deal with the challenges of price and product competition. And, at last, we may have actually uncovered it.

I see this happening all the time. You may not stop to think about it, but it’s probably happened to you. 

On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.

How you are viewed can often be determined by when a buyer wants to talk to you.

A couple of months ago, I registered to compete in a triathlon. As I began training for the three-sport event, I quickly began to notice similarities between how I was preparing for the race and sales. So what do they have in common? More than you might realize… let me share my story with you.