Expert marketers and sales people know that product resistance is often part and parcel of selling your products and services. It’s usually due to a particular concern on the reliability, usability or usefulness and feasibility of purchasing product that’s preventing…

Have you ever wondered why the word “pitch” has become the term for selling? The salesperson makes a pitch; the words they use are a pitch; the listener is being pitched. Why is the word “pitch” - loaded with negative…

The sales process doesn’t start until the customer tells you no. What do you do when a customer tells you no? First of all, don’t take it personally. Not everyone is going to give you an immediate yes. If it…

A lot of small business people claim that they don’t like sales, but frequently these same folks get very excited and happy about a big sales order. I’ve heard small business owners say that they don’t like this or that…

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy.…