The Selling Agency

AVOID MISSED SALES OPPORTUNITIES WITH CURRENT CUSTOMERS

My agile, fit, 70-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a...

Flip the Script on Sales Negotiations

How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension...

Sales Call Pushback – Turn it On Its Head

Many sellers approach sales calls for business development with some anxiety. I can completely understand that feeling. In spite of good, better, and even amazing...

Is It BAD Sales Advice? Be wary …

Look, y’all, you know the saying about “Opinions”, right? That everyone has one and everyone is entitled to one. My “opinion” about Sales Advice is...

Client Gift Giving Guide: What NOT to give and 6 Ideas They’ll Love

If you’re in my salespeople posse, around this time of year, we start talking about getting through the Holiday season as productively and profitably as...

Helping vs Selling: The Modern Sellers Creed

There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their...

3 Seller MUSTS for Effective New Business Development

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this...

Be a Conduit and a Connector: HELPFUL to prospects, buyers, and customers

What’s the biggest hurdle you face when selling to someone? Well, other than getting their initial attention and time in front of them, your biggest...

Move Your Buyers from Price to Value with this ONE Question

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve...

How do you counter this common buyer push back and move the conversation forward?

It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word....