By Bill Hellkamp Most surveys agree that it costs 5 to 7 times as much to get a new client as it does to maintain a positive client relationship. Yet many sales professionals get themselves so concentrated on new business growth that they inadvertently allow good clients to find new suppliers. As you can see […]

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By Bill Hellkamp Selling is the ultimate, “what have you done for me today?” profession. While this can motivate many of us to meet and exceed our goals on a monthly or quarterly basis, it can also cause us to feel considerable pressure when the sales aren’t closing as we had hoped. During these times […]

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By Bill Hellkamp The great salesperson, it has been said, can “sell iceboxes to Eskimos”! This implies that to be successful in sales, you must be able to convince people to buy things they don’t need. While this might be a profitable strategy for television hucksters and used car salesmen, it’s not an effective position […]

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Looking at the caller ID on your phone you see that it’s the salesperson from one of your suppliers. Brad’s not a bad guy but you know he’s going to ask for a visit and you’re very busy. The meeting will start with the normal pleasantries, and then he will ask how the product is […]

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By Bill Hellkamp A major challenge of interpersonal communication is the attempt to influence others to a certain way of thinking or acting. Perhaps I have a project that I want the organization to back with funding and people resources. How can I get others to accept it and be part of the team that […]

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