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Archive for February, 2010
How Sales Professionals Are Like Shrinks
By Dave Mattson
We don’t ordinarily think of sales as one of the “helping professions,” but maybe we should. People tell their problems to psychologists and clergymen. They pour out their hearts to their neighborhood bartender. But they tell their troubles to sales professionals, too, so we should develop our “helping profession” skills. (more…)
How to Profit from Unsuccessful Sales Calls
By Dave Mattson
Planning on an economic rebound, companies in the U.S. and Canada are beginning to up their investments in new product and service introductions, according to a PricewaterhouseCoopers survey released in August. Businesses are also investing more in information technology and in marketing and sales promotion. That’s encouraging, especially since it should mean more purchases of the kinds of good and services high-level sales professionals represent.
Turn Bad Times to Your Benefit
By Dave Mattson
The end of summer’s gloomy retail sales figures, coming after two months of modest gains, are giving rise to considerable pessimism among sales professionals. While understandable, this pessimism is also, I believe, completely unwarranted but not for the reasons you might think. (more…)
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