Dignity, sophistication, respect and admiration are hardly words one would associate with selling and yet every day of every week more salespeople are earning these accolades by applying Tangent's 21st century selling principles and disciplines. TIME PRODUCTIVITY: knowing that time is a finite, a non-renewable resource to be spent with those prepared to buy [...]
TRADITIONAL SELLING The phone rings. We answer it. It’s a salesperson we don’t know. We feel caught and now we must defend against the advances of this determined seller. We are annoyed by the intrusion, angry that we’ve been made to feel uncomfortable on our time. We are in no mood to listen to a [...]
Instead of being quota driven ... What if your salespeople balanced your company's 'best interests', with those of your prospective customers ... learned exactly what each needed and objectively and impartially guided everyone to the best results ... even if the best result, on occasion, is no sale at all? * Would such salespeople be [...]
1st key to increased sales & profits: replace sales pitches with interviews. 2nd key to increased sales & profits: replace sales training with selling education. 3rd key to increased sales & profits: replace commissions with salaries. 4th key to increased sales & profits: sell selflessly not selfishly. 5th key to increased sales & profits: replace [...]
Selling ... the marketing activity our economy depends on to attract new and more business is ... its greatest liability. Why? Because North American buyers want as little to do with those who sell as possible. We view selling as manipulative, selfish, intrusive, greedy and a deceitful nuisance. As a result we avoid sellers with [...]
Tangent Strategies is a selling 'educator' who leaves nothing to chance. Tangent Strategies not only teaches corporate executives and their salespeople to sell, it guides the actual hiring of salespeople. It objectively assesses candidate behaviors and motives and carefully evaluates the qualities required to perform successfully in a selling environment. Tangent Strategies' founder Peter Skakum [...]
Myths and legends associated with selling, date back generations. We find their origins shrouded in the unsavory tactics and sly, deal-making prowess of the East European Gypsy. Closer to home we have the morally derelict travelling snake-oil salesmen ... the obnoxious midway barkers ... and the slick, manipulative used car and door-to-door salesmen of yesteryear. [...]
Business executives often tell me how hard it is to find and keep good salespeople. Could it be that what we believe constitutes 'good' salespeople may be at the heart of the problem? One would think with all the sales trainers in the marketplace showing eager men and women how to cold-call, overcome objections, never [...]
Canada has more to sell than iron ore, copper and oil, and more buyers to sell its goods and services to than buyers in the United States and China. However ... ... until we shed our 1960's concepts of 'selling', which are ostensibly desperate and selfish, we are doomed to retain our mediocre G8 ranking. [...]
Selling Strategist & Keynote Speaker Peter Skakum exposes the cause and effect of a North American phenomenon known as Selfish Selling and its harm to our economy. Historic roots/the oldest profession Biblical roots Perpetuation today Selfish selling, the epidemic Damage it has done to the reputation of selling and salespeople Damage it is doing [...]
