What do they need?

Posted on June 9, 2009 by Tom

What’s the most basic question when trying to make a sale?
“What does the customer need?”

That’s it.  It can’t get more basic than that.  We can throw any other number of reasons on the table, if that basic question returns a negative answer, why even bother?  Weird that so many companies seem to struggle with that [...]

Stop wasting my time, I won’t waste yours

Posted on March 23, 2009 by tomvanlerberghe

Why is it that every sales manager wants to ‘have a meeting’ to explain in debth his product/service?  Do these people have so much time that they can spend their days running across the country?  If a company has the money to send these people outdoors, than the product they’re offering really can’t be cheap [...]

Just say ‘no’

Posted on February 19, 2009 by Tom

“I have something that’s really interesting, especially for you.”  If I would believe every phonecall I get, my yearly marketing budget would be gone in a month, spent on things that are ‘very important’, ‘just for me’ or ‘an opportunity I really can’t miss out on’.

We all want to scream ‘no’, but every rule in [...]