Taking Charge of 2015

November 14, 2014

By John Graham In sales, tactics come and go without making a significant impact on outcomes. But solid strategies can make a significant difference in what happens. Here are 10 sales strategies that can have a positive influence on your sales performance in 2015.   1. Define yourself clearly. Most people let others decide who they are, their capabilities, and what they can accomplish. This happens without even knowing it. More often than not, the results are far from accurate. Wor...

Hard or Soft Sell?

November 13, 2014

By John Chapin When do you use the hard or the soft sell with your prospect? On the surface, this question may seem like a no-brainer; so, let’s begin by defining both types of approaches. By hard sell, I mean being direct, getting the prospect involved in what he needs, and cutting through fear, denial, and other roadblocks that can stop a sale. By soft sell, I mean listening with empathy and truly understanding your prospect and his needs, putting yourself in his shoes, and sympathiz...