SCOTSMAN® Sales Management Insights
6th March 2018
In the language of selling, the word ‘Qualification’ is used in two different ways. The two uses are almost 180° opposite in meaning. The first way […]
27th February 2018
Convince Me I Should Bid A salesperson was asked to quote for a specific opportunity by a potential customer. He was very concerned that they expressed […]
22nd February 2018
Many salespeople, when they qualify their sales, tend to qualify them by looking for the good things. ‘They have a big problem; I have a good […]
20th February 2018
Go On. Pull Out Salesperson Every time I talk to them they tell me how good our competitor is. I am really worried about it. I […]
6th February 2018
Being good at sales isn’t just luck and despite what some may think, good sales people aren’t born with a special skill that sets them apart […]
1st December 2016
So, which did you choose? The optimist? Everybody loves an optimist. That unwavering enthusiasm and energy and the ability to draw the positive from even the […]