Hal Becker / Sales

If you want to keep customers, first know the facts.

This column is going to be a little different than anything I have written before. It reminds me of one of those old Dear Abby or Ann Landers columns. The point I am going to make is strong, and I will admit it is incredibly opinionated. I am passionate about my beliefs here because they hav…

Selling is pretty simple and basic if you look at the rules and strategies necessary to be a professional salesperson. Note, I use the word professional. Most are amateurs, but the pros do something about their profession. They learn. It’s an ongoing process that includes reading books, list…

I have discussed this so many times in columns that I write. In fact, I forget my own ramblings about sales and read anything that any notable person writes about selling.

“A properly trained salesperson will never be unemployed.” Isn’t that a great line? Well, it’s true. The problem is that most salespeople are just average because they aren’t properly trained. At the same time, most salespeople will tell you how great they are. If they ever did get “fired” o…