Why ‘Because it’s the Best’ is NOT a Good Sales Pitch

As I was busy driving around in the traffic jams of Northern Virginia a few days ago, I took a pit stop into a mall so I could stop by ‘The Walking Company’, a business that sells special walking shoes, orthotics, etc. Because the plantar fasciitis in my left foot has been kicking my butt…

Is the Curse of Knowledge and Bad Vernacular Killing Your Sales and Marketing Success?

Do your customers ever give you that ‘dumb’ look? You know, that look that Jackie Chan shares with Chris Tucker in this hilarious clip: [youtube]http://www.youtube.com/watch?v=-twUCEfzrDk[/youtube] I ask this question because they relate to an amusing experience the other day that was quite symbolic of the problem so many businesses, marketers, and sales persons are having…

How to Improve Sales 101: Role-Plays

I recently read on another sales blog an article that discussed role-plays and their value in sales training. What shocked me though about the article, as well as some of the comments that followed the article, were the negative feeling many ‘sales professionals’ have toward role-playing as a means of sales training. Frankly, my thoughts upon…