If you’re working in sales, what exactly are you trying to sell to your potential customers? l In their excellent book that I reviewed briefly in my last post, John Mehrmann and Mitchell Simon make a sharp distinction between trying to solve a client’s immediate problem (his “pain”) for your immediate personal gain on the [...]

Are you looking for some simple steps to improve your sales techniques and increase your personal profit? Well, if I were working in sales, or training for a career in that field, I would probably tell you: “Yes, sir, that’s exactly what I want!” Especially if I weren’t doing too well up [...]