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Paul Lanigan Articles

Written by: Paul Lanigan

High Fliers and Low Bidders - Click To Read Article
If price were the deciding factor in procurement, sales would be simpler and quicker. But it’s more complex than that.

Your Selling Comfort Zone - Click To Read Article
You're probably in one now. You might not realise it and you're very unlikely to admit it, but the reality is you're very likely to be in your very own Comfort Zone. How can I say this? Especially when I don't know anything about you - your profession, interests or background. The answer is simple. Nobody stays outside their comfort zone for very long - we leave it for long enough to achieve what we need to achieve then we scuttle back for cover. So, what is a Comfort Zone?

How the deal was lost - Click To Read Article
Unless we take responsibility for negative, as well as positive results, we learn nothing and earn even less

Unmasking the 'people-love-to-buy-they-just-hate-to-be-sold-to Myth - Click To Read Article
It's almost conventional wisdom these days that people love to buy, they just hate to be sold to. Perhaps this is being spun by trainers who want their programs to stand alone from the thousands of selling courses - who knows. But I disagree with the premise, here's why....

Flying Chickens - Click To Read Article
If anything can be misunderstood, it will be misunderstood. Read this laugh out loud story that illustrates this point perfectly

You can't bring a horse to water - Click To Read Article
John was new to sales. Since leaving college he had worked successfully in a number of technical support roles. The time had come, he felt, to make the leap and take up a full time sales role. John relished this opportunity to put his extensive product knowledge to the test and show his new sales colleagues how it should be done.

Fail Your Way to Success - Click To Read Article
The selling profession is not generally considered a high-risk profession, yet salespeople face big risks every time they speak to customers and prospects. What do they risk? They risk uncovering the truth. They risk finding out their best customer has just changed the rules of doing business. They risk discovering the prospect with whom they have invested so much time doesn't really qualify as a prospect at all.

Referred by: http://www.wall.sandler.com



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