A Little Something Extra

As seen in Creative Selling magazine A Little Something Extra So what’s the difference between the really good salespeople and the great? The fact is, you could spend a lot of time watching them in action and never even see it. Truly great salespeople have very subtle...

Ask P. (engaging customers)

The place where your questions, get answered! –  Subscribe Dear P., I work in a retail sales business. This is my first sales job. I am having some trouble greeting shoppers. I tend to feel like I am imposing on them if I walk right up to them. The problem is I...

A Bad Day In Sales

As seen on P. William Clarke .com –  Here comes your prospect, ready-set-go, you’re off to the races. But are you running a race, or a sales encounter? Many salespeople move quickly, eagerly enticing prospects toward the finish line. The aforementioned question...

What’s Behind The Excuse

As seen on P. William Clarke .com –  Have you ever gone through the process, asked the questions, and presented your solution, only to have your prospect give you a “reason” why they can’t buy today? For example: “I need to talk to my spouse” I’d...

Ask P. (about prospecting)

The place where your questions, get answered! –  Subscribe Dear P., In my job I am prospecting for new customers on the phone trying to set up sales appointments.  The prospects I am calling keep telling me they are all set with who they are working with now.  I...