The Trusted Advisor Relationship: What Is It, and What Should It Be?

For the past months, maybe a year, I've been hearing sales groups talk about the need to become Trusted Advisors (I'll call them TAs). I suspect that the problems cropping up in the sales arena these days ? the increased length of the sales cycle, the increased levels of competition - are leading sales management to base their initiatives on being of true service to prospects, as a way to seem different from the competition.

But by everyone attempting to become TAs, and by not changing the basic skill set ? or belief set or outcome - of the sales force, sellers are doing more of the same, but with a different name.

Sorry to be so blunt, but let's look at the facts here.

1. So long as you are trying to sell your product, the entire discussion with prospects will be biased: the questions will be biased, the help you offer will be biased, the prospect's responses will be biased.

2. Buyers won't trust a sales person they don't know. They can't, which means interactions will have to occur over time, and at the mercy of how the long it takes the prospect to trust you.

3. The criteria that buyers will use to take advice from a sales person is dependent upon many mysterious factors that you can't know up front. Therefore, you'e flying blind as you were before trying to be a TA.

4. If everyone is attempting to be a TA, what differentiates anyone? And what if the prospect is getting conflicting advice? What if the prospect is getting the exact same advice ? through several different sales people?

5. If you are only asking questions around the area that your product supports, how can you truly advise a prospect who lives in a complex system ? which all of us, and all of our prospects, do?

6. How can you truly be offering advice if you cannot know the entire internal fact pattern that has created and maintained the buyer's problem over time?

Net net: this seems to me like just another buzzword.

THE CURRENT BUSINESS ENVIRONMENT

Let's see what needs to happen before you can actually call yourself an advisor. First, you'll need to understand the system that your buyers live within.

Your buyers are facing many new challenges these days. Their competition (or in the B2C area, the range of products offered) is so complex that they have to manage a world-wide competition with competitors that they don't even know. To remain competitive and fresh, the prospects need to initiate frequent innovation that will potentially bring in new business partners, support new initiatives, and manage change as quickly as possible.

As a result, there is a continual flow of new decisions, new decision makers, new initiatives, new rules, roles, norms, and problems that need to be managed that have not been in play before now. And the prospect may or may not be familiar with the full range of issues that will affect him and that need to be managed.

I recently called a client's prospect on a very large, long-term sales effort that had been going on for years. It seemed the prospect needed the service badly and it was costing them large sums of money as a result of not adopting the seller's product. My client's people were very professional, knew all of the problems attached to the perfect solution, and were offering very high quality advice as TAs.

And yet the decision was dragging on, and through different managers as people came and went ? without a decision being taken. Everyone even tried to go around the problem and the immediate players, to no avail. When I called, it became apparent that there was an entirely different 'soft' problem ? a human problem - that had nothing to do with the specifics of my client's solution, and no one had addressed that problem at all. Yet so long as it continued to remain unresolved, the sale wouldn't happen.

My client was doing a fine job of being a TA; the team of sellers have been entirely knowledgeable, professional, and very supportive of their prospect. They had even become friends over the years. But they weren't managing the real issue ? one that no one had recognized.

For some reason, when you see a problem that your solution can fix, you think the only decision that your prospect needs to make is whether or not to purchase your product. In reality, deciding on your product is the last decision that will get made, after the prospect figures out all she needs to attend to in order to design a solution acceptable to all of the internal elements.

HOW A SELLER CAN ADVISE

Given the type and number of number of decisions the prospect needs to make, you can now make a real difference to your prospect by helping him recognize all of the internal elements he needs to manage before you pitch your product.

Until now, you've concentrated your assistance on that area that your product can support. But think about systems for a moment: a system is a conglomeration of all of the elements that determine the status quo. To flush it out a bit, I'll use the RIPP model ? Relationships, Interventions, People, and Policies.

Relationships include: vendors, partners, stakeholders.

Interventions include: boards, media, market forces, mandates, policies.

People includes: roles and job descriptions, management and leadership styles, values and beliefs, and personality issues.

Policies include: rules, history, norms, goals, initiatives, and time frames.

The above comprise the systems elements that live within every system, defined here in human terms, and included in personal relationships, corporations, sole-proprietors, and every group or team in every industry. You have all of the elements of RIPP in your family, your primary love relationship, your work, your team. And until or unless all of the elements are addressed, any change would create chaos.

Systems don't like chaos, and they try to fix things internally before they are willing to come up against any areas of discomfort within the system. In other words, prospects will try to fix their problem themselves before they make a purchase with a new vendor. Remember that your product is not what they seek ? they merely seek to solve a business problem in a way that will cause the least disruption.

So even if your product is the perfect solution, the prospect will be unable to make the decision to purchase it until she has examined and rejected all familiar fixes.

THE LENGTH OF THE DECISION

What's stopping your prospect from examining these elements sooner? To start with, it's hard to notice something wrong when everything feels normal - much like a fish being unaware of the water it's swimming in.

Have you ever looked at pictures of yourself from years back and noticed things like extra weight, a bad haircut, a questionable outfit? when at the time, it all seemed fine? What about at your job, when you've followed the same rules or routines for a period of time until they are changed, and you notice that it's much easier in the new routine ? and wondered why you didn't change sooner? What about relationships ? those friendships that are so difficult but continue under force of time, but when they are ended, you wonder how you ever maintained them?

It's difficult to see all of our own internal, personal idiosyncrasies, as our current state seems rather fine as it is or we would have changed it already. Remember that systems include all that is - the good, bad, and ugly. But it probably does not look good, bad, or ugly because it just 'is' and feels normal that way.

We don't question our natural state unless some new information or idea or activity gets us to step away from our comfort zone and see a wholly different view. It's only then we realize that a change needs to happen. But note that we keep people and systems around us that will continually reinforce our world view, as it's too difficult to consider the possibility that we're wrong.

And so it is with our prospects. They live in a system that just 'is'. They can't see what might be problematic since it feels normal. As an outsider, you might be able to see a problem, but in reality you have no idea how the problem became created, how it is maintained, what connections are important for the working of the entire system, and you're basically on the outside looking in.

THE JOB OF AN ADVISOR

If you want to become a true TA for your prospect, use your connection to navigate your prospect through all of the internal decisions she needs to make before she can even think about designing a solution [see: People Do Not Decide Emotionally].

Become a guide through the buyer's system. Forget your product, and lead the prospect through the rules, the roles, the initiatives, and the relationships that need to be examined before anything new will happen. They need to do that anyway ? with you or without you ? if they are going to decide to do something new and make a purchase. They certainly won't make a decision to purchase anything until or unless they've discovered their own answers and design their own solution. The time it takes prospects to make a purchasing decision is the length of the sales cycle. They don't care how long it takes ? they'd much prefer it was quicker rather than slower. They could use some help: it might as well come from you. Then you would be a true Trusted Advisor: to do that, you'll have to forego selling.

Sharon Drew Morgen is the author of NYTimes Best Seller Selling with Integrity. She speaks, teaches and consults globally around her visionary sales method, Buying Facilitation.

http://www.newsalesparadigm.com http://www.sharondrewmorgen.com 512-457-0246 Morgen Facilitations, Inc. Austin, TX

In The News:

Back-to-School Sales for 2019: Best Tech Deals We Could Find  WIREDWe combed through this weekend's back-to-school deals for bargains on great tech and dorm room essentials.
Oh so pretty … political upheaval credited for Dr Martens sales boost  The GuardianIts footwear has been stomping down British high streets for nearly 60 years but Dr Martens is reporting record sales as *fresh* political upheaval and a trend for ...
Even heavy discounts are failing to push commercial vehicle sales  MoneycontrolTruck sales, a leading indicator of economic growth, are the worst-hit across automotive categories.While discounts averaged 10% on retail prices earlier, they ...
Trump Administration Approves F-16 Fighter Jet Sales to Taiwan  The New York TimesThe Trump administration is moving forward with an $8 billion sale of F-16 fighter jets to Taiwan, American officials said Friday. The move is certain to further ...
Television sales decline 10-20% despite discounts  MoneycontrolNEW DELHI: Despite discounts, Indians are deferring purchases of new television sets, sending sales of leading brands down by 10-20% from a year ago.
These cities have the highest sales taxes in the US  Fox BusinessThis Midwest hub isn't the only city putting the tax squeeze on residents.
Brief warning: Innerwear sales reveal a slowdown  Economic TimesSharp dip in June quarter figures shows 'men's underwear index' holds true for India.
Consumers defer old gold sales on hopes of further rise in prices  Business StandardAfter a buoyant June quarter, Indian consumers are now staying away from *fresh* sale of old or used gold and jewellery to generate cash in July and August, due ...
The 20 Products To Get During Dermstore's 20th Anniversary Sale  HuffPostBrands like R+Co, 100% PURE and Smashbox are part of the sale for the first time ever.
Papad, cosmetics, honey push Khadi Comm sales up 25% to Rs 75,000 crore  Times of IndiaIndia Business News: Khadi and Village Industries Commission (KVIC) has reported an over 25% jump in sales to a little under Rs 75000 crore during 2018-19.
Palo Alto Networks drops 7% on news that head of sales is leaving  CNBCThe report follows several other executive shake-ups in the past year.
Mumbai: Sales executive rapes, blackmails client's wife, arrested  Times of IndiaMUMBAI: A sales executive at a car dealership, who allegedly raped his client's wife and then started threatening and blackmailing her, was arrested on ...
Department store sales rise for first time in 2019  BBC NewsSales in department stores rose for the first time this year in July, the Office for National Statistics said, with data showing an unexpected rise in total retail sales ...
Santa Clara supervisors to consider 5/8-cent sales tax increase to continue county expansion  The Mercury NewsA 5/8-cent increase would bring the county's sales tax to 9.625%
US retail sales rose solidly in July in a sign of consumer optimism  CNBCU.S. consumers spent more at retail stores and restaurants in July, a sign that concerns over slower global growth that have roiled financial markets haven't ...
Shoppers enjoy state’s sales-tax-free weekend  The Boston GlobeThe South Bay Center in Dorchester buzzed with activity Saturday afternoon as shoppers streamed in and out of department stores by the dozens, pushing carts ...
Glenmark Pharma pins hope on sale of non-core assets, stake sale in spun-off R&D unit to pare debt  MoneycontrolDrug maker Glenmark Pharmaceuticals said it is planning to sell non-core assets and complete a stake sale of its R&D spun-off unit to raise capital and pare ...
Two wheeler sales H1 2019 - Honda loses market share as Activa sales decline  RushLaneTwo wheeler sales H1 2019 reveals that sales of Honda has declined the most. Honda Activa sales decline resulted in company losing market share.
Legal weed is linked to higher junk-food sales  The EconomistIT IS COMMON knowledge that smoking marijuana causes cravings for high-calorie snacks. The condition, known as the munchies, is a staple of popular culture ...
Sainsbury's stops production and sales of own-brand plastic tampon applicators  Metro.co.ukThe supermarket giant has stopped creating own-brand plastic tampon applicators after Cardiff environmentalist Ella Daish's viral petition.
Rock bottom: Passenger vehicle sales plunge 31%, steepest in two decades  Business StandardThe downward spiral continued for Indian automakers in July as sales fell by 18 per cent over the same month last year. Sales of passenger vehicles declined by ...
Platts: Slumping Car Sales Weaken China's Appetite For Gasoline, Petchems  OilPrice.comWeakening Chinese car sales and slowing economic growth weigh on China's demand growth of key oil products such as gasoline and petrochemicals, S&P ...
Auto sales in India sees sharpest fall 19 years in July; 15,000 workers lose jobs  ETAuto.comThe fall in PV sales in July was also the ninth consecutive month of decline. NEW DELHI: Automobile sales in India witnessed its sharpest decline in nearly 19 ...
Oil rises as US retail sales ease recession fears  MoneycontrolAn inverted Treasury yield curve is historically a reliable predictor of looming recessions.
Hair oil to bike sales highlight more India growth pain ahead  Economic TimesBy Pradipta Mukherjee and P R Sanjai Indians are cutting back on spending from hair oils to motorcycles in a *fresh* sign that the slowdown in Asia's third-largest ...
Auto Sales: Maruti's RC Bhargava sends an SOS  MoneycontrolAccording to sectoral experts, the lack of liquidity from NBFCs (non banking financial companies) is one of the key reasons behind the auto slowdown. On top of ...
PSBs may ease credit access to automobile dealers to boost sales  Business StandardIn a bid to arrest the slump in the automotive and ancillary sector and boost sales of motor vehicles, the Narendra Modi government could instruct state-owned ...
Skoda’s Sales Director Thinks Kia Seltos Is A Winner And MG Hector Is “Very Chinese”  GaadiWaadi.comSkoda India's director of sales, *service* and marketing Zac Hollis thinks that his brand needs to raise its game under India 2.0 project after observing new rivals.
IGL net up 24% in June qtr on higher sales  MoneycontrolIndraprastha Gas Ltd (IGL), which retails CNG and piped cooking gas in national capital and adjoining cities, on August 14 reported a 24 per cent rise in June ...
Slowdown in auto sector: More layoffs coming in sales, R&D, says industry  Business StandardRead more about Auto gloom: More layoffs coming in temp, sales, R&D sides on Business Standard. With the deepening crisis in auto sector, which has seen ...
Strong U.S. retail sales ease gloom over economy  ReutersWASHINGTON (Reuters) - U.S. retail sales surged in July as consumers bought a range of goods even as they cut back on motor vehicle purchases, helping to ...
BART pilot program for Clipper-only ticket sales arrives at Embarcadero station  KTVU San FranciscoBART lauched a pilot program making Clipper cards the only product available to purchase for train fares at certain stations, starting with the 19th Street Oakland ...
Where home sales jumped — and dropped — across the Charlotte market in first half of 2019  WSOC CharlotteDuring the first six months of 2019, sales of existing homes have seesawed some in the greater Charlotte area.
Home sales stay flat in Q1, but project launches on the rise  Economic TimesBENGALURU: Sales of residential units in top cities were nearly flat in the first quarter, even as launches rose. Sales in the top eight cities were 69,485 units in ...
Missed flights, ‘aggressive’ sales and long delays: The reality of Britain's expensive visa extras  The IndependentRohit Sharma had been looking forward to watching the Cricket World Cup in England for years. He and his wife Khusaboo, along with eight relatives including ...
Signpost raised $52 million with this pitch deck for its sales service  Business InsiderSignpost has designed a *service* to help small and medium-sized businesses attract and retain customers. It just raised $52 million to expand it.
Hair oil to motorcycle sales highlight more growth pain ahead for India  LivemintIndians are cutting back on spending from hair oils to motorcycles in a *fresh* sign that the slowdown in Asia's third-largest economy is becoming more entrenched ...
Passenger Vehicle Sales Slowdown: 10 Things You Need To Know  NDTVAuto.comThe auto industry has been witnessing a slowdown for the last nine months and lakhs of jobs are at risk. The government has decided to come up with a revival ...
Asda cites 'Brexit uncertainty' as sales fall  BBC NewsAsda has reported a fall in sales in the first six months of the year and warned about "uncertainty surrounding Brexit". Sales fell 0.3%, even though ...
Diesel car share in total Q1 sales falls to 14%  Economic TimesShift to BS-VI, govt push for cleaner fuels, diesel vehicle ban in NCR hit demand.
The Best Back-To-School Sales in 2019  GQ MagazineShop the best back-to-school sales at Anker, The Container Store, and Nordstrom Rack for deep discounts on the stuff you need to be your most productive self.
Retail sales surge in July in a reassuring sign for the U.S. economy  MarketWatchSales at U.S. retailers such as Amazon and Best Buy posted the biggest increase in July in four months, a sign Americans are still confident in the economy...
Sales Associate in Victoria, BC - Money Diary  Refinery29How a real estate sales associate in Victoria, BC, spends her money in a week.
Tesla Sales Tank In Europe Again (NOT)  CleanTechnicaWe have the Tesla registration numbers for the first month of Q3, and again the rumor mill that Tesla sales tanked in Europe is in full gear. The narrative is that ...
Tennessee to start alcohol sales with BYU game  ESPNTennessee is the latest SEC school to say it will sell alcoholic beverages at upcoming home football games.
Tesla Model 3 = 12.4% of All Norwegian Vehicle Sales January–July 2019  CleanTechnicaAugust 16th, 2019 by Zachary Shahan · California's a huge market for Tesla, the Netherlands loves Tesla, Switzerland loves Tesla, but no state or country is as ...
Novo faces shareholder suit over insulin sales disclosures  BioPharma DiveShareholders in Novo Nordisk accused the diabetes drugmaker of misleading investors about its insulin drug sales in the U.S., filing a securities lawsuit in ...
Walmart's Q2 e-commerce growth bolstered by online grocery, Prime Day sales bump  ZDNetWalmart also gave a nod to its "four-day July sales event" that countered Amazon Prime Day for giving its Q2 e-commerce sales a boost.
After 9-month decline, auto dealers hope festive sales will be in fast lane  Business StandardConsumer spending, which is marked by purchase of items such as consumer durables, real estate, jewellery and automobiles, surges during the festive season ...
Greenville's a rare exception as local sales taxes have spread to most SC counties  Charleston Post CourierAll but three of 46 South Carolina counties now imposing local sales taxes, on top of the statewide 6 percent.
Yard sales August 17  WECTWILMINGTON, N.C. (WECT) -. New Hanover County. 8 a.m. – 3 p.m.. 313 North 16th Street, Wilmington. Multi family yard sale with lemonade stand, home decor, ...
Best Buy anniversary sale this weekend offers big Apple discounts  BGRIf you're one of those consumers who tend to only jump at the opportunity to buy new tech or replace various gadgets when big sales come around, this ...
BMW CEO urges staff to narrow sales gap with Mercedes  Automotive News EuropeFRANKFURT -- BMW's new CEO, Oliver Zipse, urged employees to embrace change and to find innovative ways to help the automaker overtake rival ...
Spirits, cigarettes sales down amid spending slump  Economic TimesHistorically, both segments are impacted only after tax hikes and subsequent price increases.
Reliance Jio plans price cut, more apps to revive its handset sales  Economic TimesNEW DELHI: Reliance Jio Infocomm may turn its focus back on its original JioPhone – bundling more apps and *content* with it or lowering the price further – to ...
July auto slump worst in 20 years  Economic TimesNEW DELHI: In July, passenger vehicle sales dropped by a huge 30.98% to 200,790 units. At current monthly average sales, total projected annual sales of ...
Revlon stock jumps on report that the cosmetics company is considering a sale  CNBCEarlier this month, Revlon received a $200 million four-year senior secured loan to help fund its business.
Tractor sales fall 14.4% in April-July as monsoon plays truant and crop prices fall  Moneycontrol.comHighlights: - Domestic sales of tractors in India fell 14.4 percent between April and July, reflecting the agricultural stress in many states - Sales of tractors are ...
MG Hector Beats Harrier, Compass & XUV500 In July 2019 Sales  CarDekhoWith MG Hector topping the sales, segment sales grow by 18.3 per cent.
Tilray Stock Could Crash After Marijuana Sales Were 'an Unmitigated Disaster,' Analyst Says  MarketWatchTilray lost so much money selling marijuana last quarter that one analyst has slashed his price target on the $35 stock—all the way to $4.
Chinese Electric Vehicle Sales Stall: Should Tesla Worry?  Market RealistChinese electric vehicle sales stalled in July. Overall, new energy vehicle sales fell 4.7%, entering negative territory for the first time in two years.
Naperville could ban sales of 'drug of concern' kratom  Chicago Daily HeraldCiting public health and safety concerns voiced by the FDA, Naperville could ban sales of a plant-based substance called kratom.
Flipkart and Amazon Independence Day Sales: The Best Offers on Mobile Phones  Gadgets 360Flipkart and Amazon are in the middle of their Independence Day (August 15) special sales right now. Both the popular online marketplaces are offering ...
Auto crisis in India: Declining sales, job cuts and much more  India TodayLiquidity crunch post the IL&FS situation, weak economic health, tighter financing conditions, uncertain regulatory landscape, abnormal monsoon pattern and ...
Renault India plans to take country roads to drive sales  Economic TimesThe company will undertake specific marketing strategies for rural markets and expects to get 50% of its total sales volume from there in the coming years.
These Car Companies Are Avoiding the 2019 Sales Dive  gearpatrol.comMajor automakers like Ford, GM, and Toyota have seen 2019 sales downturns, but a few companies have been thriving.
JLR sales increase 5% in July at 37,945 units  Economic TimesJaguar Land Rover (JLR), a part of Tata Motors, has reported a 5 per cent increase in total sales at 37,945 units in July as compared with year-ago period.
'Madden NFL 20' Early Release Boosts Video Game Software Sales  Hollywood Reporter'Madden NFL 20' delivered the highest sales of any title in July in the U.S., according to a new report by the NPD Group.
Smartphones record strong sales despite slowdown  LivemintWhile Xiaomi's YoY shipment volume grew by 4.8% YoY, Samsung registered a strong YoY growth of 16%.In the premium segment Apple usurped Samsung as ...
Distributors Face Inventory Pile-Up As Sales Of Consumer Goods Fail To Recover  BloombergQuintDistributors of consumer goods across India are dealing with increased inventories as consumers ration their spends on daily essentials like soaps and ...
NIO Stock at Bargain Price amid Battery Recall, Sales Slump  Market RealistNio Inc. (NIO) has disrupted the automotive space since 2014 but only made waves in the market since its IPO. Investors have suffered numerous setbacks.
How Online Gun Sales Can Exploit a Major Loophole in Background Checks  The New York TimesFederal law doesn't require private gun sellers to make background checks so millions of guns are sold without them. The internet has made these sales much ...
At 13%, domestic pharma sales witness double-digit growth in July  Business StandardRead more about At 13%, domestic pharma sales witness double-digit growth in July on Business Standard. Volume growth in the domestic market had turned ...
Jaguar Land Rover sales increase 5% in July at 37,945 units  LivemintSales of Jaguar brand were at 11386 units during the month, up 3.6% from the same month last year.Land Rover sales were at 26559 units, up 5.6% from the ...
Walmart says it sells 20% of ammunition in US, defends gun sales after mass shootings  ABC NewsFollowing shootings at Walmart stores in Texas and Mississippi, some are calling on the chain to stop selling guns.
TV panel sales dip; manufacturers ask govt to lower GST  MoneycontrolFollowing some initial surge in demand during the ICC World Cup, TV panel sales have again witnessed a decline and manufacturers are now asking the ...
Tickets, please: WooSox open advance sales in Worcester for 2021 season  Worcester TelegramWORCESTER — Polar Park is not open for business, but its tenants are.The Worcester Red Sox or whatever they may be named — bet on Red Sox — have ...
Economic slowdown may hit residential sales in next six months  MoneycontrolIn sharp contrast to the preceding quarters, the overall current sentiment for the real estate sector has been rated at 47 points for the period April-June 2019, ...
Nio electric vehicles sales took a hit as it scrambled to handle battery recall  TechCrunchNio delivered just 837 electric vehicles in July, a nearly 38% drop from the previous month that was largely caused by a voluntary recall of its high-performance ...
Bulletproof backpacks see 300% spike in sales in the week after mass shootings  The GuardianCompanies that make the armored packs said they saw 'a significant uptick', similar to what followed shootings in previous years.
More stake sales on anvil as RIL aims for zero debt  LivemintMUMBAI: Reliance Industries Ltd (RIL) may sell equity in more businesses as it aims to become a zero-debt company in the next 18 months, RIL chairman and ...
Amazon's Prime Day promotion pumped up July's total retail sales, BofA says  CNBCAmazon's Prime Day and other retail promotions appear to have given a meaningful pop to July retail sales.
Take action to ban assault weapon sales in Florida |Paula Dockery  Tallahassee.comMoody is trying to prevent a citizens' initiative to ban assault weapon sales from appearing on the ballot.
Sales of electric vehicles in China decline in July  QuartzChina's electric-car market is taking a breather after two years of rapid growth. Monthly sales of new-energy vehicles (NEV), including battery and hybrids, ...
Aston Martin Is Making an SUV to Try and Revive Sales Growth  BloombergAston Martin Lagonda Chief Executive Officer Andy Palmer said the company's first sport utility vehicle arriving later this year will be crucial for the British ...
Ghislaine Maxwell reading book on CIA at In-N-Out boosts sales  Business InsiderGhislaine Maxwell, the alleged madam of convicted sex offender Jeffrey Epstein, was spotted reading "The Book of Honor: The Secret Lives and Deaths of CIA ...
Dealers perched precariously on the edge as car sales fall off the cliff  LivemintNEW DELHI: TV Sundram Iyengar and Sons Ltd, part of the diversified TVS Group and one of the largest dealers of Mahindra and Mahindra Ltd (M&M) vehicles ...
After sales slow, Baba Ramdev's Patanjali fades from TV ads  MoneycontrolA sharp slowdown in sales of Patanjali Ayurveda, co-founded by yoga guru Baba Ramdev, has seen the company cut down on its advertising spends.
Glenmark Pharma pins hope on sale of non-core assets, IPO of spun-off R&D unit to pare debt  MoneycontrolDrug maker Glenmark Pharmaceuticals said it is planning to sell non-core assets and complete the initial public offering of its R&D spun-off unit by FY20-end to ...
The real reason behind decline in car sales in India  CarWaleThe year 2019 has not exactly been profitable for car manufacturers in the country and sales have only been on the decrease since the last few months. This can ...
Here are some of the deals at your commissary's sidewalk sale  Military TimesMost commissaries are holding their sales during one weekend between now and the end of September.
Emigration sales intensify in Cape Town, foreign buyers play less prominent role - index  Fin24Emigration sales have intensified in Cape Town and foreign buyers continue to play a less prominent role in the Mother City's residential property market, ...
Indian automobile industry under intense pressure, major companies witness sales decline in July 2019  India TodayThe major automobile companies of India today came out with their monthly sales data for July 2019 and the numbers are not at all encouraging. The prominent ...
6 sneaky ways coupons and sales actually make you spend more money  Business InsiderWhen using coupons, you can easily be tricked into buying more than what you need and end up spending over budget.
Car sales 2019 Jan to June - Maruti maintains lead, loses market share  RushLaneHere is a detailed sales report of all car makers in India, for the first six months - Maruti, Hyunda, Mahindra, Tata, Honda, Toyota, Ford, Renault, VW.
Baba Ramdev's Patanjali urban sales fall; rural slows down: Report  MoneycontrolAfter years of superior growth, Baba Ramdev's Patanjali Ayurved witnessed a slowdown in fiscal year 2019, as competition wised up to the opportunity in the ...
Domestic Pharma Sales Bounce Back After Two Months Of Decline  BloombergQuintDomestic pharma sales bounced back in July after two consecutive months of decline.
UK blocks mini submarine sales to Russia over fears they are using them to cut crucial underwater cables  The SunSECURITY chiefs have banned the sale of mini subs to Russia amid *fresh* fears of a Kremlin attempt to cut crucial underwater cables. The British government ...

Closing Sales Is Not A Problem, It?s A Process

In my opinion, the most overrated topic in sales training... Read More

Needs Based Selling

I am sure you are familiar with the phrase, "I... Read More

2 ½ Steps to Sales Success

You have just walked out of the office of a... Read More

Overcoming the Fear of Selling

For many of you the Fear of Selling is a... Read More

An Introductino to Insurance Lead Generation

It is vital that insurance salespeople have a steady stream... Read More

Leads, Prospects, and the Huge Gap Between

The leads marketing delivers to the sales team never seem... Read More

Business is Great; I?m Just Not Selling Anything!

Awhile back you had a great idea. An idea that... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

Seminars for Prospecting

The purpose of a 1- or 2-hour seminar is to... Read More

Selling Is Not A Dirty Word

Selling--a word that strikes terror in writers and professionals. We... Read More

7 Ways to Stop Selling & Start Building Relationships

Sometimes we can all use a friendly reminder to keep... Read More

Web Promotion: 10 Amazing Web Promotion Ways To Jump Start Your Sales

Hello, do you have a website and sell something on... Read More

Can Walmart Make You Rich?

Have you ever shopped at Walmart and thought... I need... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

How To Get Your Mail Past The Gatekeeper And Into The Hands Of The Decision Maker GUARANTEED

There are several ways to get your information into the... Read More

The Basic Secrets of A Million Dollar Sales Letter

"Accepting the consequences, good or bad, will free you; take... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

Making the Sale When the Customer Wont Buy

Ever had a party online or offline, and had guests... Read More

Breaking Through The Comfort Zone Barrier

After completing a workshop on personal productivity or time management,... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

Creating Your Perfect Pitch!

Why should you describe your business to others in 5... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More