How to Sell Articles

Order Takers vs. Order Makers

In sales there are order takers and order makers. Order takers are reactive. They listen and respond to customers requests. They respond to RFP’s. They give the customer what they ask for. Order takers sell in the now. They focus on what can bought today. Most sales...

Sales Myth – People Buy From People They Like

Sales myths and catch phrases are thrown around in trainings and casual conversations constantly. If another person marches out the tired old phrase “people buy from people they like.” I’m going to throw up in my mouth.  This phrase is the dumbest and most detrimental...

What To Do When a Prospect Goes Dark

There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to share it with their team, run the numbers, look at another solution,...

Salespeople: Here’s The Difference Between Selling a Product vs. a Service

What's the difference between selling a product and selling a service? I get this question a lot. Here's the answer and I'll make it as simple and as clear as possible. I think it's important, very important, that salespeople understand the difference between selling...