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Sales Breakups “It’s not you, it’s me”
There are many reasons sales people fail. They fail to prospect, they fail to overcome objections, to ask for the order, to create a sales plan, or connect with buyers. …
What Jurassic Park Taught Me About Sales
In 1993 Jurassic Park packed theaters and broke sales records. Most people left the movie in awe of the special effects and unique story line. I walked away with a…
Become A Sales Cowboy!
The Wild West…such an awesome period in history. Six gun shooters, lawlessness, fighting off attacks, cowboys saving the day. No formal codes were in place, but pioneers were bound by…
“Everybody” is Not a Target
I always flinch a little if I’m in a meeting and hear that “everyone” is the target or customer of a product or service. Everyone? Really? The mindset behind this…
How to Hire Sales Reps for a Start Up
Sales people always face objections. Selling for a start up means facing objections and a tremendous amount of resistance. The customer is unfamiliar with the business and has no reason…
Easy Steps to Tell “Your Story”
Authored by a Shy Miller Consulting, LLC Contributing Columnist! Many years ago, I was working in retail, when my store manager pointed to a sale end-cap and asked me, “What…
Social Selling
Social selling; it’s not asking about your client’s weekend or their kids. It’s about utilizing social media to increase sales. Do you know how it works and should your sales…
Sell Like You’re on QVC!
As a career salesperson, I love dealing with good salespeople and watching the process. With that said, I am fascinated with QVC. Most people tune into QVC and watch, credit…
Should Sales be Doing Your Marketing?
To most, asking if sales should do marketing is like asking, should accounting do tech support? It would seem a fast and furious “no” would be the correct answer. But…
Does High Unemployment Equate to Paying Lower Sales Compensation?
The model of supply and demand is the backbone of price determination in a free market. Demand refers to the amount of product or service that is desired from buyers. …