Robb Ryerse's Blog, page 2

Tech Tip Tuesday: Social Media

https://www.youtube.com/watch?v=jNGO_BG1qgw

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Successful people are active on 4 social media platforms. Here are the ones I use consistently.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Come back tomorrow for an article about personal branding.

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The post Tech Tip Tuesday: Social Media appeared first on Robb Ryerse.

3 Things to Do When You Get a No … And 4 Things to Do When You Get a Yes

You’ve been working on closing a sale, and you finally got an answer. It might be good news, or it might be bad news. Either way, an answer is hardly the end of the road. 

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Here are 3 things to do when you get a No:

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Ask for Feedback

Don’t simply take a No at face value. Is the customer hiding some kind of objection that you can overcome? Ask questions about why they made the decision they made. Maybe you can rescue the sale. At the very least, you want to keep the lines of communication open for future opportunities.

Also, asking for feedback gives you a great chance to learn how you can do things differently. A customer might clue you in on some ways that you can grow and evolve as a seller. If you made some kind of mistake, you don’t want to keep making it. Listening to feedback can increase your closing ratio in the long run. Simply say, “Thanks for getting me this answer. Let me ask you a question. What kind of feedback can you give me about our product or solution and how I presented it to you?” I bet the answer will be very enlightening!

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Keep Up Your Activity

Your experience researching and presenting to this customer is very valuable. Don’t waste it. Are there other prospects in the same business category that could benefit from the same idea? Are there aspects of the proposal that can be quickly and easily repurposed? Don’t reinvent the wheel if you don’t have to. Without sounding too cut-throat, if you think the client has made a colossal mistake, is there any way to make them regret their decision by signing up one of their competitors? You won’t know if you don’t try.

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Get a Drink and Get Back After It

Or take a walk. Or nap. You’ve invested a lot in your prospecting and proposal. It makes sense that you would be disappointed. You don’t have to pretend like it’s all OK. Find a safe friend or two to blow off steam to. Do whatever self-care is necessary so that one No doesn’t send you into a funk. You can’t control whether or not your customers say “Yes,” but you can control your activity.

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A Yes is so much better than a no. But your work is not done. Here are 4 things to do when you get a Yes:

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Confirm Expectations

During your proposal, you undoubtedly provided the client with some kind of timeline. Don’t expect that they’ll remember. When you get a Yes, immediately and clearly recap it for them. Send them an email with what the next steps are so that everyone is on the same page and your sale runs smoothly. Include how payment is going to be received, what deliverables are needed from both sides, and schedule a follow-up meeting to review how things are going. Successful salespeople don’t make one-and-done sales. They build long-term relationships with repeat customers.

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Own the Execution

Once a sale is made, many salespeople hand off the execution to a support team. By and large, these folks do a great job. But they don’t own the relationship with the client; you do. If you’re going to have a happy customer, you’ve got to make sure that the sale goes as it should. Once the sale is done, don’t take your hands off the wheel until you’re confident that all will be delivered as promised. If something goes wrong, you want to be able to nip it in the bud or be able to speak intelligently to the client about what happened, if necessary.

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Ask for a Referral

It’s never too soon to begin prospecting for your next sale. Say something like, “I am so glad we’re going to move forward with this. Let me ask you this – do you know of anyone else who might be interested in a similar solution? I’d love to use you as a referral.” Use their network to build momentum.

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Get a Drink and Get Back After It

Or go out for dinner. Or let out a big scream in your car. For a salesperson, few things are better than getting a Yes. Celebrate it. Savor it. And then get right back out there and keep going. Getting a Yes will build your confidence, and people love to buy from a confident salesperson. That Yes is your opportunity to go on a winning streak!

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Next week, we’ll be finishing up this writing project with articles about personal branding, psychology, and sales managers. .

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The post 3 Things to Do When You Get a No … And 4 Things to Do When You Get a Yes appeared first on Robb Ryerse.

Don’t Give Up Before You Get An Answer: Closing

Salespeople give up too soon.

I’m guilty of it. We’re all guilty of it.

More than once, I’ve had a prospect tell me that right now wasn’t the best time for them. I’ve crossed them off my list and moved down the road, only to see a couple of months later that one of my colleagues or competitors was able to sell them on a similar idea. It’s frustrating. It’s disheartening. And … this is the hardest thing to admit … it’s probably my fault for giving up on them too soon.

We’ve got to remember that sales is a process, a process that often includes some times of limbo and some negative answers along the way. If we cut bait too soon, we’ll end up losing out on making the sales we’re after.

To help me to not miss out on these opportunities, I’ve learned in time to keep these four things in mind:

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Don’t Be Afraid to Follow-Up

Follow-up is a critical aspect of the sales process. Decision-making doesn’t often happen instantaneously. Clients need time to think, to confer with other team members, and to just go through their own process. During that limbo time, other pressing things come up for the customer. It’s totally appropriate and even necessary for salespeople to periodically check back in on the status of the decision. Emails, phone calls, and drop-ins are all tools that salespeople need to use to stay at the front of a client’s mind.

During the sales process, you certainly should have asked about their decision-making process. You should have gotten some specific dates about when they would be meeting with their team and when you could reasonably hear back.  On that date, or the day after, you’ve got to make the big ask again. Call and say, “Yesterday was the day you were going to meet with your management team. How did it go? Are we ready to move forward with this idea?” There may be a new status update or there may be an answer. You won’t know unless you ask.

When a deadline or limited availability are in play, I’ll say something like, “I don’t want to be a nudge, but this is time sensitive (or, there is only one left), and so I wanted to reach out and see where we stand.”  Good clients don’t mind a persistent salesperson. So often, I’ve had client say to me, “Thank you for staying on top of me about this.”

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Listen for Buying Questions

You can get a great indication of where a prospect is based on the questions they are asking you. Here are some examples of questions they might ask that indicate an answer is coming soon:

What’s the process for executing the plan once we have an answer?

What’s the start date or deadline?

How does payment work?

What do we need to do next?

Another thing to listen for is a change in possession. When they begin talking about the solution as “ours” instead of “yours,” you can be assured that a buying decision is on the horizon.

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Recognize When a No Isn’t Really a No

Sometimes customers say no because they don’t have all the information they need to make a decision. Sometimes customers say no because they’re too busy to say yes. Sometimes customers say no because they aren’t yet convinced of the value of your solution or service. Sometimes customers say no because they don’t think to say, “Not at this time but I’d definitely be interested in a few months.” Sometimes customers say no because they are too scared to say yes.

Don’t take a no at face value. Ask a follow-up question. Ask why. Ask for some feedback about the process. Ask when would be a good time to discuss the idea again. If you take every no you get at face value, you’re going to miss out on some sales!

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Recognize When an Excuse Is a No

People don’t like to say no. There is something about the psychology of it that just kind of bothers some people. Recently, a colleague was telling me about one her clients that was making dumb excuses. After a meeting where he told her that she had exceeded his expectations, he suddenly changed his tune, saying that she hadn’t given him what he asked for. When she followed up with him, all he could say was that he was kind of weird and hard to deal with. When she talked to me about it, I asked her, “Do you think he’s saying no but just doesn’t know how to really say it?” She thought for a moment and replied, “I bet you’re right.” If you’re getting a no that’s spelled differently than n-o, you need to recognize it as such, and take the appropriate action, be it overcoming objections or moving on.

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Don’t give up until you get an answer. And even then, don’t give up. Here’s a great article from The Marketing Donut that suggests implementing a 5 No Strategy. Successful salespeople are resilient, even when they don’t get the answers they are after.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Come back tomorrow for an article 3 things to do when you get a “No” and 4 things to do when you get a “Yes.”

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The post Don’t Give Up Before You Get An Answer: Closing appeared first on Robb Ryerse.

Tech Tip Tuesday: Email Newsletters

https://www.youtube.com/watch?v=MtWWr5NOZuQ

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If you’re only going to subscribe to one email newsletter with sales tips, make sure it’s the sales blog newsletter from HubSpot. Check it out here.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Come back tomorrow for an article about not giving up until you actually get an answer.

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The post Tech Tip Tuesday: Email Newsletters appeared first on Robb Ryerse.

The Big Ask: Closing a Sale

A couple of years ago, I attended a sales training with a DJ-turned-motivational speaker. I can safely say that it wasn’t the best. One memorable thing that happened that day was having to put on a jumpsuit filled with balloons that made me look like the grapes from the Fruit of the Loom gang (and yes, pictures exist). The other was an impossibly long list of “closes” we could use with our prospects and clients. This list of 150 (seriously!) closing styles included such beauties as “the Puppy Dog Close” and “the Reverse Close.”

I’m not a big fan of gimmicks. I think that if you treat a customer with respect, listen well to their needs, and propose something that meets those needs, you’re not going to need to trick them into buying. I like a straightforward approach in which you put the “big ask” on them. Simply ask for the sale.

Some of the common phrases I use include these:

So, what do you think? Are you ready to move forward?

Is this something you’re going to want to do?

I think this is a great idea for you, and I’d love to get you signed up.

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Asking for the sale can be a scary thing for a salesperson. It’s the moment when the tension in the room rises. I’ve known some salespeople who get too nervous to actually ask for the yes. It’s like they’re waiting for the fish to jump into the boat. But the reality is that successful salespeople must be willing to take a deep breath and ask for the client to make a decision.

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Here are 4 things I try to do every time that I’m asking for someone’s business:

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Advocate for a Solution

I wrote a few weeks ago about how important it is to connect the solution dots for your clients. When it comes time to close the deal, recap those solutions. “You said that you had this particular need. The roadmap that we’ve put together addresses those and gets you to where you need to go.” If I view myself as a consultant who is offering my clients the best customized solutions, I don’t have to ever worry about needing to use silly or sleazy salesman techniques. If I’ve offered them a meaningful solution, I can expect either a completed sale or a really good reason why now isn’t the time for them to go forward.

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Manufacture Urgency

Customers don’t buy because they don’t have a sense of urgency. If they are putting you off, it’s likely because you haven’t connected the dots of how your offering is going to make an immediate difference for them. If you’re caught in the limbo of waiting for answer, figure out if you need to circle back to why this matters now.

I’m not a fan of lying to clients, and yet there are ways to manufacture urgency. For instance, put an expiration date on your offer. It will subtly suggest, all on its own, that the price may go up if they wait. Or, can you create some kind of limited availability? People don’t like to miss out on something.

Maybe the best way to manufacture urgency is to pitch your idea to several people at once. Know your closing ratio. If it takes four presentations to get one yes, make sure that you’ve pitched the idea to four good prospects. Then, when they are all in the decision-making process, you can honestly say, “There are three others considering this. If you’re interested, you’ll need to act first.” I’m also fond of saying, “I have nine colleagues who are all out pitching this idea right now. I think it’s great for you and want to get you signed up before someone else takes it.” But be honest. If you lie to manufacture urgency, in time, your clients will think of you as the salesperson who cried “wolf.” They’ll tune you out because they’ll learn that they can’t believe you.

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Be Quiet

When you’ve made your case and made the big ask, especially if you’re sitting across a desk from the client, be quiet and let them think and speak. Don’t feel like you need to fill up the silence with talking. Don’t think that you need to mention a bunch more products and features. If it feels awkward or tense, that’s OK. It is tense for the client to make a big buying decision. The worst thing you can do is keep talking and inadvertently talk them out of the sale.  Be quiet. When they’re ready, they will either say “yes” or they will tell you why they’re hesitating. Listen carefully so that you can clearly understand their objections and overcome them.

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Follow Up

Several months ago, I had a client tell me that he reached out to me and three of my competitors. I was the only one who responded. I wish I could say that this is uncommon, but studies have shown that a lot of salespeople simply don’t do normal follow-up. In fact, one study says that 80% of sales happen in the 5th-12th connection between a salesperson and a prospect. But, only 12% of salespeople contact their prospects more than 5 times. They simply give up too soon. Be the 12%.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Tomorrow, I’ll be sharing a tech tip about email newsletters that will help you increase your closing ratio.

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The post The Big Ask: Closing a Sale appeared first on Robb Ryerse.

How to Great Your Day

I used to drop my second daughter off at elementary school on my way to the office. Over time, we developed our own way of saying goodbye as she got out of the car. She would lean forward and give me a kiss, and I would say, “Great your day, Charleigh.” And she would reply, “Great your day, Dad.”

I don’t know how we replaced the much more common “Have a great day” with our own version “Great your day,” but somehow we did. A few years ago, I would often spend the rest of my commute thinking about this little exchange. And I decided that it was a powerful interaction. Words create worlds.

“Have a great day” is passive. It makes my day – and my attitude about it – dependent upon the circumstances I encountered. On most days, there are lots of things that can make my day anything but great – traffic, the weather, coworkers, clients, quotas and budgets, just to name a few.

But “great your day” has a much different connotation. It indicates that I have some control over what happens to me. There are tons of things, most things in fact, that I can’t control. But I can influence how I react and respond to them.

So, to preserve some chance of staying positive, I developed an an acronym to remind me to “great my day.”

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Greet My Team

I half-jokingly refer to myself as an antisocial extrovert. I could easily get to the office and disappear into my computer. But in reality, I feed off of the positive energy of others. On days that I grab a cup of coffee and say “hello” to my teammates, I tend to get off to a much better start.

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Review My Gameplan

When I do sit down at my desk, I ask myself a series of important questions: What are the goals I’m working toward? What are the critical things on my to do list (which, hopefully, that I made the night before)? How quickly can I achieve Inbox Zero? What are the projects that are imminent and/or inspiring to me?

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Execute Without Excuses

I can always control my activity, so I need to make sure I don’t let common excuses keep me from doing so. If I’m tempted to think I’m too busy, I go back and review my gameplan again with an eye to identifying my top priorities. If I’m tempted to say I’m too inexperienced in some way, I try to figure out what questions I need answered so that I can succeed. I remind myself that I own my own education. If I’m tempted to be apathetic, I’ll rehearse one of my favorite motivational phrases – squeeze your own adrenaline gland.

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Always Be Kind

One my heroes of positivity is Conan O’Brien. He unceremoniously and unfairly had his dream gig of hosting The Tonight Show taken away from him. On his final night as host, he graciously made a statement that has become a personal credo, “But if you work really hard, and you’re kind, amazing things will happen.” Those are words to live by.

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Take Time to Be Grateful

The best antidote to negativity that I’ve found is gratitude. I have so much to be thankful for. On days that I make a list of things for which I’m grateful, I can’t help but be positive.

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I’m not a positive Pollyanna kind of person by nature. I tend to be pretty cynical and more than a little sarcastic. I recognize this about myself, and it can frequently keep me from having great days. But when I remind myself to “great my day,” I’ve got a much better shot at actually having a great day.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Next week, our theme will be tips and strategies for closing sales.

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The Two Things You Can Control: Attitude and Activity

There are a lot of things that impact a salesperson’s life that are simply outside of his or her control:

A client’s schedule.

A client’s budget.

A client’s fears and motivations.

A client’s decision making process.

A client’s organization skills.

A manager’s personality.

A manager’s leadership style.

A manager’s decision to change the compensation plan.

A coworker’s effort (or lack thereof).

A coworker’s attitude.

And on and on the list could go.

It is tremendously common for salespeople to get focused on these things and lose their motivation for their work. 

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Stephen Covey in his classic book The 7 Habits of Highly Effective People suggested that we all exist with two spheres in our lives: the sphere of concern and the sphere of influence. There are things that are of concern to us. Important things. Things that impact our lives. Things that matter. They keep us up at night. They are our concern. And then there are things that we have some influence over. They are the things we can impact, control, and effect. Successful salespeople have learned to spend their energy and resources on things that are within their sphere of influence.

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I’ve identified two primary things that are within the control of a salesperson – your attitude and your activity.

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Attitude

It is easy to let our mood or attitude be determined by the things that are happening around us. If we get a “yes” or have a really productive meeting, we can be positive and upbeat. If someone is rude to us or we disagree with a management decision, it can ruin our whole day. For many of us, having a positive attitude is easier on sunny days. But Covey suggests that really effective people “take their own weather with them.” They don’t let their circumstances dictate their attitude. 

This is not an area of sales or life that I have mastered by any stretch. I have made some progress on making my days great, which I write about here.

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Activity

The other thing that every salesperson can absolutely control is their activity. Even if your attitude is miserable, you can still keep putting one foot in front of the other and do the job. Make the phone calls. Send the emails. Do the drop-by visits. Nothing but your own reticence is keeping you from doing the work. You can absolutely control that, even when you don’t feel like it. In fact, more than once, I’ve been struggling with a bad attitude but forced myself to keep up my activity … only to have a positive interaction with a prospect or client that immediately changes my attitude and outlook. There is no substitute for activity, and there’s no really good reason to stop.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Today’s there’s a double-feature. Make sure to read the article about making your day great.

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The post The Two Things You Can Control: Attitude and Activity appeared first on Robb Ryerse.

The Single Most Important Character Trait of a Successful Salesperson: Resilience

Not long ago, I spent the better part of my day calling on roofing companies. The result? I was unable to get a single meeting scheduled. A few weren’t interested at all. A few weren’t available at the time. A few want me to call again later. It was one of those frustrating days of putting in the work with little results … days that every single salesperson has had.

When we experience those kinds of days, it is easy for us to simply want to give up.

There are many things about being a salesperson that make giving up a real and present temptation. We’re all wired differently, but the biggest things for me are these three things:

Fruitless Prospecting – I get excited about an idea and hit the streets, only to hit a brick wall. It’s discouraging.

Answer Limbo – I make a great presentation, but then they’ve got to decide. I wait on pins and needles, usually way longer than I want to. It’s maddening.

Micromanaging – Most of the time, my sales job affords me the kind of freedom in which I thrive, but when over-the-shoulder watching begins, I have tendency to shut down. It’s deflating.

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Whenever I start feeling this way, the most important thing I can do is remember what makes a truly great salesperson. It’s not product knowledge. It’s not flashy PowerPoint presentations. It’s not years in the business. It’s not charisma.

The single most important and desirable character trait of really successful salespeople is resilience.

Resilience. Perseverance. Stamina. Endurance.

We can’t give up. When we’re doing the right thing in the right way, we’ve got to keep doing it until we get the right results.

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Here are five things I do to keep my motivation when I feel it slipping:

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Make a plan for tomorrow.

If today sucked, it’s easy to feel like tomorrow will suck too. But researchers have found that when people end today by making tomorrow’s to do list, they are more likely to get things accomplished. On a particularly discouraging day, I like to make a plan for the next day so that the funk doesn’t have the chance to take root. If I already know what I’m going to do when I get to my desk the next morning, I’m much more likely to hit the ground running.

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Do some four-legged calls.

Making cold calls with a colleague is often the shot in the arm I need when I get down. We end up laughing together. We feed off each other’s energy. We learn from each other’s techniques. An afternoon spent with a trusted coworker is a great way to keep my motivation up.

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Take a great client out to lunch.

It’s easy to let the bastards grind you down. When that happens, why not give some special attention to one of your favorite clients? Take them to coffee or lunch and spend some time rehashing what has worked. Brainstorm ideas for their business and see if it might spark some energy that spreads to your other clients and prospects.

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Get a good night’s sleep.

There is nothing quite as important for our overall demeanor and outlook than a good night’s sleep. The day just looks different after you’ve been able to get the restorative rest you need. So, do whatever it takes to make it happen, but see if some “sweet dreams” don’t help your be more motivated.

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Decompress.

In our house we say that sometimes everybody needs a “mental health day,” a dedicated time of self-care that is about resting and relaxing so that you can get back at whatever task is before you. People of faith call this a “sabbath.” Enjoy a good cup of coffee. Take a walk. Smoke a cigar. Intentionally give yourself permission to decompress from the pressure of sales. It will make a world of difference.

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Stay after it. There is no substitute for activity. Don’t give up. Be resilient.

 

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Come back tomorrow for an article about the two things you can control as a salesperson.

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The post The Single Most Important Character Trait of a Successful Salesperson: Resilience appeared first on Robb Ryerse.

Tech Tip Tuesday: Tracking Emails

https://www.youtube.com/watch?v=ZRNoS-rtnaY

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I use Sidekick from HubSpot Sales to track the emails I send. Check it out here.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Come back tomorrow for the first article on maintaining a positive attitude when selling is hard.

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The post Tech Tip Tuesday: Tracking Emails appeared first on Robb Ryerse.

4 Dots You Must Connect for Your Clients: Selling Strategies

Salespeople live, eat, breathe, and sleep their products and solutions. We think about them all the time. In advertising sales, I feel like I’m never off duty. I’m looking at billboards, watching commercials, examining digital ads, and watching for new local businesses everywhere I go. It’s the water I swim in.

When as a salesperson you get so immersed in what they do, it’s easy to assume that your prospects and clients have given the same amount of thought to your services as you have.

You took good notes in your CNA with the client. You’ve been researching and strategizing how you can help. When you meet with the client again, it’s easy to jump right in and assume that the client remembers everything they said to you.

But they probably don’t. They probably haven’t been spending every waking moment in the past week thinking about how you can help them. They have so much already on their mind.

To be effective, salespeople need to use their sales presentations to connect the dots between the stated desires and needs of the client and the proposal they are making. To do so, you’re likely going to have to talk less about products and features and more about four important factors – solutions, value, ROI, and motivation. These are the dots a salesperson must connect.

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The Solution Dots

One of my managers is fond of saying that when someone is shopping for a drill, they don’t need a drill; they need a hole. To be able to connect the solution dots, you must have uncovered the pain points and needs of the client in your CNA. In your presentation, focus on the aspects of your offering that addresses those. For instance, I recently met with a client and started by saying, “Last time we talked, you said you were having trouble in two areas – identifying potential clients with this particular profile and getting potential clients to take this particular action on your website. I’ve put together a plan to do those two things. Here’s how …” I went on to talk about the parts of my solution that would do the two things he’s struggling with. I left a lot of bells and whistles unmentioned, simply because they weren’t relevant to the needs of this client. My priority was to connect the solution dots for him.

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The Value Dots

The products and services I sell are not usually the cheapest in the market. Bargain shoppers can often think that they are getting a better deal somewhere else. Because of this, I’ve got to make sure I connect the dots related to the value of my offering. Many times, I’ll just admit this upfront. I’ll say something like, “I know we might not be the cheapest proposal, but I think we’re the best.” Then I might tell a personal anecdote about how I’ve bought something more expensive because it was better. If they’ve got a Mac computer on their desk, I might point to it as an example. Most of us will spend more money if we’re convinced that the value justifies it. My responsibility as a salesperson is to connect these dots for the client.

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The ROI Dots

No client has an unlimited budget. To spend with you, they’re going to need to see how their investment will pay off. If you’ve asked good questions about profitability and margin in your CNA, you should be able to connect these dots for the client. How many new customers are needed to pay for their campaign? How will making this change reduce their costs? How are you going to provide the lift the client is looking for? These are all the kinds of questions you need to be prepared to address. To do so, I’ve started using a one-sheet Return On Investment calculator that shows the client in black-and-white numbers how buying from me will help them. But be careful – there is nothing worse than promising the moon and not being able to deliver. Make sure you’re conservative in your estimates so that you manage the client’s expectations.

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The Motivation Dots

People have their own reasons for buying. You’ve got to have a sense of what is motivating them if you’re going to be able to advocate well for your solution. Recently, I was meeting with a client who is tasked with increasing sales for the brands she manages for a particular retailer. I took in a proposal to her that would benefit two of her brands. In the course of our conversation, she mentioned that one of those brands was much more heavily stocked at a retailer she doesn’t work with. It’s a part of her company, but not part of her primary concern. She doesn’t care about increasing those sales nearly as much. Immediately, I pivoted to the other brand and adjusted the proposal to emphasize the other brand and added a specific way we could address sales at the retailer she’s tasked with managing. As soon as her motivation became clear, I had to connect the dots between what I was proposing and those motivations … or risk losing the sale.

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Just because it’s all crystal clear to you, don’t assume it is for your client. Connect the dots for them, and you’ll see your closure rate increase.

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Join the Bow Tie Sales Guy community on Facebook. Like our page here and submit questions which will be answered in an upcoming podcast.

Next week, we’ll be talking about the psychology of sales – how to maintain a good attitude in an up-and-down job..\

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