Sales POP - Purveyors of Propserity
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Salespeople: Turn Your Thinking Around

Salespeople: Turn Your Thinking Around

For Sales Pros / May 10, 2018 / Jeffrey Lipsius

Salespeople Should Turn Their Thinking Around A New Salesperson Let me tell you a story that highlights the importance of turning your thinking around. I was a new salesperson visiting a potential customer. The visit wasn’t going well at all. I was still unfamiliar my product, and this customer was giving me the hardest time ... Read More

Create Value by Providing Choice

Create Value by Providing Choice

Sales Management / Mar 16, 2018 / Jeffrey Lipsius

From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made a management decision to primarily ... Read More

Get More Buying with Less Trying

Get More Buying with Less Trying

For Sales Pros / Feb 3, 2018 / Jeffrey Lipsius

I’m going to tell you something you’ll never hear your sales manager say: “Don’t try so hard.” Many salespeople think the harder they try the more they’ll succeed. It rarely works out that way and I want to explain why. It’s very important for salespeople to find a balance between making effort and over-trying to ... Read More

Handle Objections at the Level of the Objection

Handle Objections at the Level of the Objection

For Sales Pros / Oct 6, 2017 / Jeffrey Lipsius

One day a corporate client asked me to coach a struggling salesperson named David. This surprised me because David was widely regarded as the most knowledgeable salesperson in the company. Watching David in action taught me a valuable lesson. Objections can come from two different levels. Salespeople must address them at their respective levels. The ... Read More

Prioritize Your Customer’s Decision Performance

Prioritize Your Customer’s Decision Performance

For Sales Pros / May 3, 2017 / Jeffrey Lipsius

Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ... Read More

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