How to Sell Articles

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...

Learn to Ask Why [Gap Selling Principles to Help You Sell Better]

Why? Kids are great at asking why. They accept the fact that they don't know very much, so they just move through life, like an information sponge asking why about everything. It's kinda liberating if you think about it, if you accept that you don't know anything. If...

11 Things Great Salespeople Don’t Do

There always seems to be lots of ideas and discussion around what great sales people do. I think it's just human nature to evaluate success and emulate it. We take inventory of what the successful are doing and we copy it. I'm just as guilty, as I've written a number...

Salespeople: Don’t Be the Customer’s Bitch

You are not the customer's bitch. You are a great sales person. A great sales person isn't a go-fer, they are keenly in-tune to a customer's problems and how to solve them. A great sales person doesn't pester the customer with pitches and presentations. A great sales...