by Kevin Brimhall | Sep 22, 2013 | Sales / Growth
How do you define a selling climate? It is the set of circumstances that make it favorable for your client to buy from you. How do you create a selling climate? Keep in mind the following 5 concepts: 1. Sell only the results your prospect wants. If your...
by Kevin Brimhall | Jun 17, 2013 | Sales / Growth
Now why would you want to know how to lose a sale? Awareness is the first step to acknowledging that it’s quite possible the reasons for losing a sale reside squarely on your shoulders. If you know what NOT to do, you’re on the path to figuring out what TO...
by Kevin Brimhall | Nov 8, 2012 | Sales / Growth
Fellow consultant and Regional Director at Paradigm Associates, Dick Ossi, challenged a group of sales leaders and business owners recently, asking: Is your company achieving at least a 15% annual revenue growth? Are you pleased with your sales force performance in...
by Kevin Brimhall | Sep 4, 2012 | Sales / Growth
They completed each step: sent the letter, set the appointment, gathered requirements, presented the solution, completed the demonstration, prepared the quote, presented the proposal, negotiated but failed to close. They followed all the right steps. So what went...
by Kevin Brimhall | Jun 27, 2012 | Sales / Growth
Achievement of selling "excellence" is most often earned rather than learned. Outstanding professionals continuously seek to hone their skills from mistakes made and from lessons learned in pursuit of success. Professional sales people in search of...
by Kevin Brimhall | Feb 27, 2012 | Sales / Growth
I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event. But think about what this does...
