To handle resistance to your ideas and influence, you will first need to pinpoint exactly why there is an objection. Typically, people object or resist because they: Don’t fully understand your proposal Misunderstand it Don’t feel a need to go ahead Don’t recognize the benefits and advantages Don’t believe your claims Are happy to remain… Read More
Why Selling is Going Inside – the Obvious Reasons
I have been discussing this phenomenon for more than three years, so what is taking place now is not a surprise. So, having posed the question, let me provide some answers – why is selling really going inside? The most obvious reason is pure economics: After the recent financial meltdown, companies have been forced to… Read More
Why So Many Salespeople Are Failing So Badly …
In a previous post one point I made was that in my experience, in the critical area of sales team development, most H.R. departments are about as useful as a one-legged man in an ass-kicking contest. Harsh words? I don’t think so. I really do strongly believe that they should stick to what they are… Read More