Selling in a down economy!

Let’s face it times are tough.  People are not buying like they used to.  Times like these are very difficult for sales people.  That said, there are no excuses.  When the going gets tough the tough get going.  Your success or failure is dependent on how you manage to get through [...]

Posted in Down Economy Series, Podcast No Comments »

Every Sales Person’s New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition?

He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have a [...]

Posted in Discovery, Down Economy Series, Podcast No Comments »

In tough economic times elite sales professionals follow a few basic behaviors to assure top performance. In this the final episode of the series “Selling in a Down Economy” Mike and Joe Interview Tim Wackel, founder and president of The Wackel Group, about the top three key sales strategies you should be deploying right now [...]

Posted in Down Economy Series, Podcast No Comments »

There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer’s goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current [...]

Posted in Down Economy Series, Podcast, Qualify No Comments »

In sales there are many things we can control. The economy is not one of them! Even the Federal Reserve Chairman is having a difficult time with the economy. We do however have total control over the one thing that will separate the top sales performers from the nonperformers and that is our attitude.
Attitude drives [...]

Posted in Down Economy Series, General Skills, Podcast No Comments »