By Bill Hellkamp As a selling skills trainer, I am often asked what I believe to be the “secret” to sales success. I answer, “There is no secret”, but it is obvious to anyone and mentioned as far back as Aristotle who said, “We are what we repeatedly do. Excellence, then, is not an act, […]

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by Bill Hellkamp One of my favorite workshops deals with how to increase your power and confidence when negotiating. It is crucial when negotiating to have a strong position so that you have a chance to hold your own in the final contract. Often, however, we find ourselves forced into situations where we aren’t strong […]

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By Kathy Hellkamp My father was the ultimate salesman who had never met a person he didn’t like. In my 50 years of knowing him, I don’t ever remember him complaining about someone or being critical in any way. One evening we went out to a local restaurant in a small Wisconsin town. The place […]

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by Bill Hellkamp There is a time in most sales cycles where your prospect is going to delay the process. Seldom will they announce this, such as, “Hey Bill, we couldn’t make a decision if our life depended on it, so we are going to dither around fruitlessly while you dangle in the wind.” No, […]

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by Bill Hellkamp If you have a product or service that can affect the entirety of an enterprise, then the decision to purchase will have to be made by people who control the organization as a whole. Those people are in the “C” Suite. They go by the title of CEO, CFO, CIO, etc. and […]

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