by Salesfixx | May 24, 2023 | News
Sometimes, the more you want an account, the more you need to be willing to walk away. Remember, you have a great product/service, and a lot of evidence to back your assertions of greatness. However, no matter how much great data you have, some prospects...
by Salesfixx | May 17, 2023 | News
“Perfection is often the enemy of good.” I’m not sure who first said that to me, or when it was, but I remember it as a crucial distinction in business and in sales. No one usually claims to be going for a utopian solution, but in the same breath they’ll happily tell...
by Salesfixx | May 10, 2023 | News
Well, as far as I can tell from what I am hearing, I guess it’s time for all salespeople to start looking for work, because AI is about to replace us all, right? Wrong! I am not worried about being replaced by an AI and neither should you be. Anyone telling...
by Salesfixx | Mar 29, 2023 | News
“How much is it?” your prospect asks. Your brain vaguely reminds you that you are not usually supposed to talk price during the prospecting phase. Yes, you are sure you’ve been told that a few times, but this prospect is different, right? After all,...
by Salesfixx | Mar 14, 2023 | News
“It Ain’t what you don’t know that gets you into trouble, it’s what you know for sure that just ain’t so.” — Mark Twain Mark Twain had a lot of great quotes, but that one is my all time favorite. Assumptions are an...
by Salesfixx | Mar 1, 2023 | News
I sincerely believe that to be a sales professional, you have to embrace the belief that your mission is to educate and assist customers, not convince them to buy. Why? Because ethical and professional sales people sell on needs, not on deception. If I can...
by Salesfixx | Feb 22, 2023 | News
Today marks the 43rd anniversary of the infamous “Miracle”, the US national hockey team’s defeat of the USSR Hockey team at the 1980 winter olympics. It is usually portrayed as a phenomenal upset, a true Cinderella story, because at the end...
by Salesfixx | Feb 15, 2023 | News
Let us play the hypothetical game, and imagine you are wrapping up a sales presentation and based on your expertly honed and finely tuned instincts, you can tell the sale is not going to happen today. You sense something is missing, or that another decision maker...
by Salesfixx | Feb 8, 2023 | News
There is unique anxiety and stress that comes with working in a sales position. Sales is a career choice that involves accepting the rapid and undeniable evidence of progress, or lack thereof, in achieving goals. You have a spotlight on you most of the...
by Salesfixx | Jan 24, 2023 | News
One of the most common sources of pain I see for sales professionals is the “frozen prospect” scenario. Some level of interest is initially shown by a prospect, be it accepting a meeting or even issuing an RFP, but once the sales person engages for real,...
