Do you sell the Ser­vice or the Prod­uct?
In all the sell cycles I have ever been in there is an argu­ment for lead­ing with either.  I must say that sell­ing the ser­vice and giv­ing the prod­uct away has always seemed the smarter choice but almost no one  does it that way.   A few excep­tions to […]

Twenty-one days into the month and I had zero on the books. Null. Zip. Noth­ing. You get the pic­ture.
How­ever, the sit­u­a­tion was bright­ened with an appoint­ment so I got busy.
Get­ting up early, I did my pre-call research and gath­ered all my mate­ri­als.
Arriv­ing early, I greeted the par­tic­i­pants of the meet­ing with a smile and some food.
Ask­ing questions, […]

I’m rel­a­tively new to this sell­ing thing all things con­sid­ered. So, maybe this is just me being naïve. Or maybe it’s a rev­e­la­tion that will shock all of you, but I have recently dis­cov­ered the great irony of sales.
What I’ve always heard my col­leagues and peers in sales say is not unlike what The Sales Swami […]