Tagged: consultative selling

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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 […]

Executive sales person

The Myth of the Rolodex

By Gil Cargill on April 17

It is almost an age-old cliché that many managers and CEOs want to hire salespeople who have a “good rolodex“. Unfortunately, many of these decision-makers are duped by this old-school philosophy. In my experience, a good rolodex is a measure of a salesperson’s potential in very few industries. If your company sells insurance, financial planning […]

representative

How to Build an MSP Sales Force from Scratch

By Gil Cargill on April 4

One of the common mistakes that I’ve observed in the MSP community is the mistake of hiring salespeople based on their alleged experience. I use the word alleged deliberately due to the fact that many salespeople in the MSP world are very good at getting hired but not quite as good at doing the job […]

“I AM Trying Hard”!

By Gil Cargill on February 27

This is the moment that many sales people who are confusing effort with result. Our profession, while quite rewarding, can be very harsh. Specifically, trying hard just isn’t enough. We sales professionals are always measured on the only thing that counts…new order. If you’re not growing the topand bottom lines for your employer, it’s improbable […]

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