How Do You Feel About Selling By Huge Advertising Campaigns?

Advertising is a mammoth selling machine to influence us to buy products and services.  Huge amounts of money are spent annually to convince us that we need to be improved: to smell better, to look younger, to be considered sexy based on the cars we drive and the clothes we wear. Selling by companies using […]

How Do You Feel About “Sales Call Reluctance”?

There has been not inconsiderable resistance in our culture to identifying oneself as a salesperson.  Many consider selling to be “beneath” them or somehow inferior to holding a “professional” job.  Over 25  years ago, psychologists Dudley and Goodson created a test to measure the degree of “Sales Call Reluctance” which measured 12 different areas that […]

Thoughts On The Consultative Sell

There’s an old saying that, “Nothing happens until somebody sells something” – no doubt penned by a sales manager given to exaggeration.  Selling has sometimes been a very controversial and difficult topic for clients over the years . . . primarily because few people want to be perceived as overly pushy or aggressive. Yet, an […]

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