Category: Sales Skills

Selling Versus TellingSelling Versus Telling Listening

Selling Versus Telling

By Gil Cargill on March 11

There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as “selling”. More often than not, these people are telling. They tell the customer about their products or […]

Forget Your ABCs (Always Be Closing)

By Gil Cargill on February 3

The title of this article refers to a cliché from the old school of selling. “Always Be Closing” was actually made famous in the movie Glengarry Glen Ross (1992).  As a sales strategy, it worked very well at one point in time.  But, those times have come and gone. Today’s buyer is much more sophisticated than […]


9 Ways the CEO Screws Up Sales

By Gil Cargill on October 23

In many of the consulting engagements that I’ve had over the past thirty-nine years, the real sales productivity obstacle is the CEO. Now, I don’t pretend for a minute to say that CEOs and/or business owners are deliberately sabotaging themselves. But, nonetheless, their actions contribute to persistent underperformance of the salesforce. Following are the actions […]

Managing the Aging Salesforcedave_stressed_001

Managing the Aging Salesforce

By Gil Cargill on October 7

As my generation (the baby boomers) age, this topic seems to be coming up more frequently than ever before. CEOs have asked me many times, “How do I motivate my senior salespeople?”  Or, another version of the same question is, “How do I keep them in the game?” Before I answer that question, let’s take […]

Stranger Danger

Your Mother Taught You to Avoid Strangers… and That Was Darn Good Advice When We Were Children

By Gil Cargill on June 23

We were taught that strangers meant danger and that we should avoid strangers at all times. That was great advice from Mom, but it’s horrible advice for an entrepreneur trying to build his/her business. In fact, in order to grow your business, you must talk to strangers. That’s where many entrepreneurs start the process of […]

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