We write a lot here about Selling – Selling Best Practices, Selling Value, Sales Strategy . . . but we’re not just speaking to the “Sales Reps”. If you’ve got a business, YOU are in Sales {and that goes for Non Profits too}. When we’re asked to come in to a business it’s usually because...Read More

Last week, visiting my husband’s office, I was making small talk with one of his patients in the waiting area and discovered she worked for an attorney. I mentioned that sometimes my clients need some legal guidance and asked what their practice specialized in. Her response was “We do mortgages and some of the partners...Read More

This week, I met with my client, “Jane” who is launching a great new product. We talked about her initial efforts and responses to her first few prospect pitches. She was surprised that her first prospects balked at her value proposition and didn’t jump up and take her offer on the spot. I asked Jane...Read More

Have you ever tried to buy something and “abandoned ship” or, cart, because the seller was just making things too difficult to complete the sale? Whether you’re selling something online or in person, there are several things you could be doing that are putting barriers up between you and closing a sale. We get really...Read More

Everyone is in sales. EVERYONE has an agenda, a product, an idea, a position that they need to sell and on the flip side, we are ALL customers and prospective customers. At any given time, we are selling or being sold. So with a world full of Sales People, sometimes we are face to face...Read More

Are you bumping up against the same competitors for business? Is there someone new popping up in your industry every month? Are you losing business to your competition? {As opposed to losing business to Apathy – that’s for another blog.} Whether my product was Flowers, Print on Paper, Business Cards, Office Space or Consulting Services,...Read More

We’re pretty outspoken in The Selling Agency about how we feel when it comes to the big Capabilities and Features dance that most sales people and sales messages lead with when they get in front of prospects. Being a professional – Sales Person, or otherwise – demands that we be more effective and more relevant...Read More

Many of our clients are in the early stages of Sales Team development as part of their growth strategy. It’s painful, growth is, but investing in building the resources, processes and skills of the Sales Program, puts them on track to seriously scale their business. Teaching new sales people to leverage their own skill sets...Read More

It’s seems logical to think – if you’re a Business Owner or a Sales Rep – that the only performance metric that matters is the “End Result”. Did you meet your numbers? Or did you fall short? You got in the car and drove and either made it to your destination or didn’t. The final...Read More

The Universe MUST have been “telling” me to write this blog post this week. Surely it is a sign when I look back at my week and can count 1 face to face meeting, 2 phone calls, and 9 {yes NINE} emails – All with Sales Messages intended for me to either buy or take...Read More