It’s Not Always About Price

When professional sellers tell me they have lost sales to price, it’s like hearing nails raking down a chalkboard. Especially if it has happened over and over. Some people only buy on price.  That’s reality.  It is possible  to minimize the number of people just buying on price though. Here is what to do Price is a […]

What NOT to Say-The Importance of Human Relation Skills

Excellent technical skills are a must for any business.  Outstanding verbal skills are also, as they influence customer service, sales, team effectiveness, efficiency, and turnover.  If you say the wrong thing, or say something the wrong way, you risk losing customers and prospect opportunities.  You jeopardize effective communication with everybody. It doesn’t matter what type […]

Small Business Success Requires a Full Sales Pipeline

As a business owner, you wear many hats.  One of them is VP of Sales and Marketing. This role is responsible for lead generation and turning prospects into clients.  Sales are the fuel which keeps your business engine running.  For this reason, filling your sales pipeline needs to be a non-stop endeavor. How well do you perform in the VP Sales […]

Sales Training With Results!

Selling is an art, a philosophy, and a skill. I help Capital Region sales professionals develop the skills, attitudes, and focus necessary to support a strategically designed, collaborative sales process.  Sales training and development will help your organization grow.  Moreover, it will stay ahead of the competition.

The Reason You Are Losing Sales

I’ve been in professional sales for over 20 years.  But, I don’t ever sell anything.  “What!?” you might be saying. I don’t sell anything because I sit back and let my probable purchaser take from me.  I know that if I give them enough information and ask the right questions, they will make the decision which […]

Presenting is Not Just Presenting

Now is your chance…Don’t blow it! The sales process has been building up until now for this opportunity to gain a new client!  Here is a concept which will increase your chances of getting the sale more often. Presenting is not just presenting! So what is it? This is about keeping the probable purchaser engaged, […]