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Articles Archive for December 2009

Sales »

[15 Dec 2009 | One Comment | 1,175 views]
Selling Out of Order

We’ve all seen the type. The kind that opens or approaches so hard that you can sense their nervous energy and desperation to make a sale. Usually, they get shot down. But when a prospect gives them the time of day, they get so excited about a potential deal that they make all sorts of concessions. Long term profitability suffers as a result.
Aggressive Early, Passive Late – probably the wrong way to optimize sales.
Someone with value to give to a potential customer opens straightforwardly but gently. Qualifying the prospect correctly …

Business, Entrepreneurship »

[12 Dec 2009 | No Comment | 1,065 views]
Would You Do It All Again?

Entrepreneurship looks easy, glamorous and fun from a distance. When you’re in the thick of it, risking your name and credit, things get a little less glossy. When you’re deep in The Dip, when everything seems to be going wrong, when the world doesn’t care, you start to think about quitting. After all, you left a comfortable job with great benefits. You get no vacation days now. Everything is shipping late and costs much more to make than you anticipated. Cash flow just isn’t materializing.  Quitting seems the reasonable thing …

Business, Sales »

[2 Dec 2009 | 2 Comments | 4,744 views]
“I Can Only Sell What I Like”

How many times have you heard this? How many times have you yourself said it? I too have been guilty of it.
The problem with being able to sell only what you like or “believe in” is that you never have to improve your sales skills. You get to brush aside every failure to sell something simply by saying, “I didn’t really believe in that.” Or you get to take a pass on a great sales opportunity that requires you to learn a new industry, sell to higher level executives, manage …