It's much easier to move on than dwell on the past, and I'm a firm believer that dwelling on the past doesn't do anyone any good. If you want to damage your sales motivation, go right ahead and dwell all…
By thoroughly understanding the customer’s PTR, you will be able to effectively price your product and/or service. Pricing too low means you leave profit on the table; pricing too high means you don’t get the order. There is no magic…
From the lessons learned from Jordan’s mastery of the mental game of winning we can find paths to the same level of success in professional selling. The key to doing so is in finding parallels with the mental game of…
A recent editor's note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years…
A sales conversation involves two parties; the salesperson and the decision maker. The premise of this conversation is that the salesperson will try to present the decision maker with features and benefits to create a compelling reason for him to…
If you employ salespeople or proactively sell a product or service by another means, you have a sales standard. Sales improvement is satisfied with an increase in qualities and quantities of various sales activities. Optimization satisfies a company’s potential to…
Though still emerging, the concept of “sales without selling” has attained a precedent that no variation of the American standard can claim: the American sales model has not been merely revised, but rather replaced with non-sales-oriented, system-based models. The replacement…
In order for sales to occur, a process for converting prospects into clients or customers must exist. The essential goal of a sales improvement effort is to discover and maximize the process that most efficiently and profitably converts prospective buyers…
Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it never works out the way the salesperson or the sales manager initially believes it will. Are You Giving Away Your…
You finally connect with a prospect and the end of your conversation goes something like this, "I'll get that information to you by tomorrow and I'll call you early next week to discuss it with you." But when you…
The end of the year is always a time of reflection, and what I've learned to do over the years is to identify the things that had the biggest positive impact on my business, and then to do them again…
Successful sales people know the importance of persistence but the key is to change your approach or strategy with each prospect every time you contact them. You also need to consider the frequency of your contacts. While it is important…