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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Danny Wood

Have you stopped to think how much the word "IF" is worth? Judging by the way many professionals talk, it must be worth hundreds of thousands of dollars.

Al is a sales rep for a company that designs and implements learning management systems (LMS). He was contacted by Tom, the owner of a business equipment company, who wants to establish an online training program for his remotely located service technicians.

Imagine you and your significant other have decided to catch the latest thriller at the local multiplex movie theater. After purchasing your ticket, you head directly to the new candy station that allows you to choose a few pieces of each of your favorite brands.

One of the issues that salespeople struggle with in the Budget Step is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have trouble talking about money.

As you take buyers through the sale, you are dealing with people experiencing varying degrees of fear.

When dual-core computer processors became available, some people immediately bought new computers. There were the early adopters - people who just had to own the latest technology because ... it was the latest technology.

Many sales mangers attempt to manage their salespeople by "managing" their numbers.

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.

Having a big pipeline of “prospects” is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that’s the theory.

Fear could be the most powerful motivator affecting your buyers. In order to maintain an image of power and control, buyers may not reveal the underlying anxieties affecting their decisions.