R SalesBlog(TM) with Linda Richardson

Talk to Me on Jul 1, 2009How are you changing your sales dialogues to encourage customers to open up to you and tell you about the impact the economy is having on their businesses and how that has changed their priorities? Customers won’t really open up unless they trust y...

A Sales Methodology on May 26, 2009 in Sales Methodology Sales Training Do you have a sales methodology that your team follows? Let’s step back. What is a sales methodology? Sales best practices? A sales process? Documented steps/procedures in the sale? Sales skills? Tools? All of the above?A sales methodology is the s...

NO BUDGET – UNLESS OF COURSE on Mar 26, 2009 in Sales Linda Richardson Sales Training Many of the customers we are talking to may be like your customers. Their budgets have either been cut or all but vanished.They also have something else in common: their goal to increase revenue and save money in the short-term. You already know h...

MAGNIFIED TRANSPARENCY on Dec 4, 2008 in Linda Richardson Sales Training Your credibility with your customers is your number one sales credential. While your credibility has always been important to your customers, today it is not only foremost on a customer’s checklist for doing business with you, it is easy to measur...

Not Business as Usual on Oct 21, 2008Many salespeople are reporting that it is taking them twice as long to close a sale as compared to 2007. They also agree that there are fewer deals and, therefore, the need for them to close the deals that are in the pipeline is more acute. Certain...

Bond Among Salespeople? on Sep 9, 2008I watched Pioneers of Prime Time on PBS, a documentary on the early days of TV, with comic luminaries such as Red Skelton, Milton Berle, Gracie Allen, and George Burns. Each of the stars talked about the bond that existed among them because they wer...

Lego Lessons for Salespeople on Aug 21, 2008 in Sales www.richardson Linda Richardson Sales Training com Over a sunny August weekend at the beach, I watched my 7-year old nephew, Dylan, assemble his birthday present, a Lego Aqua Raiders set. This Lego is way beyond what the simple Lego design I recall. It was aimed at 8 to 14 year olds and consisted o...