Don’t Be A Mind Reader

I once had prospect who I thought would buy within a month.  After the presentation, she asked about pricing and requested a written quote and contract.  However, during the presentation she also mentioned that they had a ton of projects going on, but ours looked good.  I think I somewhat disregarded the part about the … Read more

It Ain’t About You

I had a sales rep cold call me the other day.  She started with, “Hi Louie, this is Lorraine Thompson.  Did I catch you at a bad time?”  I said, “Well, I’m eating lunch.”  She continued without missing a beat.  “That sounds good.  I’m really hungry too.  Here at my company, we blah, blah, blah.”  … Read more

A Delicate Balance.

Over the years, my view of bringing in customers on a monthly or quarterly basis, and how it affects customer satisfaction, have evolved.  I’ve had the opportunity to look at delivering sales results from both the sales rep’s and sales manager’s point of view. The sales rep wants to grow his/her income, be the top … Read more