Break the Rules and Win More Bids

Problem:  Many companies are frustrated because they have to participate in a competitive bidding process to obtain business.  Winning is often based on having the lowest bid.  More than in any other type of sale, the buyer is in total control of the process.  All information is disseminated to the bidders at a common bid [&hellip

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All-Pro or Peddler?

Problem:  Picture your last very important sales interview with Mr. Big — the one that potentially represented three months quota.  You know the one we mean.  Going into the meeting, on a scale of 1 to 10, where would you rate yourself on the following scale?  1 means your briefcase is full of literature to [&hellip

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A New Twist on Getting Referrals

Problem:  What salesperson gets an adequate supply of referrals?  Most don’t.  For most, getting good referrals is a matter of chance, not choice.  And yet, referrals are the best source of new business.  Without referrals, salespeople are dependent on other prospecting sources such as cold calling, and cold calling is the least productive of new [&hellip

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