Tag Archives: Customers

Lessons Learned – An Adventure in Real Estate

Have companies completely eliminated sales training? Do individual salespeople even care about their own success? My wife and I became interested in a residential foreclosure property last week. For various reasons, we thought it was a property we might use, so I decided to call and get some information. I found the property online and […]

The Myth of Great Quality and Top-Notch Service

It never fails. Salespeople simply don’t realize how poorly they represent their products. They fail to understand that, from the first words that come out of their mouths, they are usually undermining their ability to capture their prospect’s imagination. More importantly, they are giving away margin! How? By failing to understand the concept of differentiation […]

Is Old-School Selling Old News?

After a recent presentation I made to a group of business development people, someone made a comment about “old-school selling.” Which got me to thinking: Is there a new school of selling? Has “old-school” selling gone the way of the one-room school house? Is “old-school” selling old news? One thing is for sure, salespeople and […]