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Archive for the ‘From the President’s Desk’ Category

When Talk Isn’t Cheap


By Dave Mattson

Whoever said talk is cheap didn’t know much about sales. Talk—too much talk, that is—can cost a lot.

This is a difficult lesson for many sales professionals to learn, and that’s understandable. People in sales tend to have outgoing personalities. They enjoy good conversation, and the longer they are in sales, the better they get at making small talk, establishing an emotional connection with the prospect, and driving a conversation toward the specific end of closing a sale. (more…)

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Posted in Adapting Sales Techniques, Behavior + Attitude, Customer Relationships, From the President's Desk | 2 Comments »

Is a Good Offense Always the Best Defense?


By Dave Mattson

It’s March Madness time, which I enjoy, but not always for the same reasons my friends do. Because I’m in sales, it’s fun just to watch the teams execute their strategies and then try to figure out how these strategies apply to my own profession.

And what stands out, season after season, is how predictable the plays have become and how easily they can be countered. (more…)

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Posted in Adapting Sales Techniques, Customer Relationships, From the President's Desk, Overcoming Obstacles | 1 Comment »

Too Much Product Knowledge Can Cost You


By Dave Mattson

If you’re like most sales professionals, you work hard to learn as much as you can about your product or service. You take pride in how much you know about your business. When you can answer any technical question that might come up in a call with a prospect, you feel confident. That’s only natural.

But as important as it is to be knowledgeable, your eagerness to display that knowledge can damage a relationship and cost you sales. (more…)

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Posted in Adapting Sales Techniques, Behavior + Attitude, Customer Relationships, From the President's Desk | 2 Comments »

With Economy Recovering, Sales Professionals Can Start Climbing Again


By Dave Mattson

When the economy took a nosedive, most sales professionals quickly responded in one of two ways.

(more…)

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Posted in Adapting Sales Techniques, From the President's Desk, Motivation, Overcoming Obstacles, Prospecting | Comments Off

Fear of Technological Change Can Help You Sell


By Dave Mattson

I’m going to let you in on a secret. There are hundreds of consultants out there that will tell you they fully understand Twitter and other trendy “social media” tools. They will also tell you exactly how they can help you use these tools—at a steep price, of course. (more…)

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Posted in Adapting Sales Techniques, Behavior + Attitude, From the President's Desk, Overcoming Obstacles, Prospecting | 5 Comments »

How to Lower Stress in Sales


By Dave Mattson

The rotten economy, if you haven’t noticed, may be taking a toll on your health. (more…)

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Posted in Behavior + Attitude, Customer Relationships, From the President's Desk, Motivation, Overcoming Obstacles, Reinforcement, What Our Pros Know | 2 Comments »