The Little r Relationship

SellingPower.com offers up a spot-on short article about maintaining customer relationships in this economy.  The pressure on salespeople is extremely high right now in two regards – there are limited opportunities to close new business and the business world continues its radical information shift thanks to the Internet. First off, companies have slowed down their purchasing, but they are still purchasing.  I think this fact gets lost in the doom-and-gloom reporting that saturates our senses.  The tactical truth is that salespeople are going to have to unhook business from their competition to increase their sales.  Many order-taking salespeople will fail miserably in this endeavor. Second, prospects are far more informed… Read More

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Separation Clarity

Good article here from Salesopedia.com titled Reject Me, Please.  Handling rejection just may be the most important trait of any strong salesperson.  Rejection is the key differentiation between sales and all other positions.  Salespeople have to be able to handle this topic well. Excellent sales people realize it’s about the products and service, and not them. They may have represented the product poorly and answered questions about the services ineptly, but nonetheless, the opposition is about what’s being sold, not the seller. This ability to distinguish between the purveyor and the purveyed I call Separation Clarity. Well stated and I am now a fan of the phrase “separation clarity.”  I… Read More

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