The Center for Sales Strategy Blog

Here's a scenario you might find familiar: “Sales of the new eFrammus haven’t been going as well as the company has forecast,” the sales manager said as he opened his regular Monday morning meeting. “So we really need to bear down on that product line and start moving more right away.” 

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.