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By Chris Peterson | Jun 27, 2023 9:30:00 AM | 0 Comments

When salespeople should use their mouth more than their two ears.

If you’ve been in sales for three days, you’ve heard the term “You have two ears and only one mouth for a reason. You should listen twice as much as...
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By Chris Peterson | Jun 12, 2023 8:30:00 AM | 0 Comments

Great salespeople never say this…

I stopped for lunch at an airport last week and was struggling between a turkey sandwich and a chicken sandwich. When I asked the server for her...
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By Chris Peterson | Jul 12, 2019 12:25:32 PM | 0 Comments

Use this tactic to present price when you know you’re the most expensive.

Click here to read about this tactic
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By Chris Peterson | Jun 26, 2018 8:50:00 AM | 2 Comments

How to manage a sales opportunity with a mid-level manager when you have a relationship with the big boss

Have you ever had a sales opportunity that you thought was a slam dunk because you knew the boss? Even though your point of contact with whom you...
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By Chris Peterson | Aug 23, 2017 10:53:53 AM | 0 Comments

Top six rules to texting customers and prospects

For many years, I had been unsuccessfully trying to schedule an appointment with a vice president of a multi-billion-dollar contracting company. Yes,...
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By Chris Peterson | Aug 17, 2017 8:50:00 AM | 0 Comments

Throwback Thursday - What are the 3 keys to successfully closing a sales call?  

For Throwback Thursday, I thought this idea from November, 2015 would be perfect. This idea is so subtle, but can be so powerful – especially with...
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By Chris Peterson | Aug 8, 2017 8:50:00 AM | 0 Comments

Five steps you should take if your prospect is running late for your sales call.

In 1996, I landed an appointment with a high-level prospect. I wanted to make sure that we nailed the meeting, so I brought my manager with me. Our...
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By Chris Peterson | Jul 20, 2017 9:04:59 AM | 0 Comments

Throwback Thursday - I should post this every week…

Remember this on every sales call...
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