BECOMING THE OPTIMAL SALESPERSON®
BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico DO THE WORK The title of this article sounds like direction your parents or your teachers or your boss might have given you. It goes right along...
View ArticleSELL YOURSELF FIRST
BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico SELL YOURSELF FIRST Your beliefs make all of the difference on a sales call. Generally, when people bring up this topic they are talking about...
View ArticlePersistence
BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico Persistence is a critical attribute of the Optimal Salesperson® but is often misunderstood. Most people think of persistence as that quality in a...
View ArticleTWO WORDS NEVER TO USE ON A SALES CALL
ON BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico TWO WORDS NEVER TO USE ON A SALES CALL NEVER ask the prospect what is in his or her budget. I know that sounds like heresy which violates a...
View Article2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS
It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting...
View ArticleAvoiding Pipeline Bloat
Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You have lots of prospects but still struggle to hit...
View ArticleWHAT MAKES SELLING SO DIFFICULT?
I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have to keep up with technology. They didn’t need to pass...
View ArticleSTAY IN THE MOMENT
Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it seemed so obvious after the fact to someone who...
View ArticleWHEN SHOULD YOU QUOTE?
I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements...
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