Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently, I’ve had an opportunity to work…
Your challenge is that you can’t use a positive sales approach with a negative person. Are you too positive? If you’re like most salespeople—and most salespeople are—you’re pretty positive. The same is true if you’re a business owner or CEO.…
Billions of dollars are spent every year on carefully crafted impressions by businesses anxious to carve out a valuable position in the minds of their customers. Alas, if only the same thing could be said of many sales people. Two Scenarios…
Get rid of old beliefs and outdated sales techniques. The new economy demands a new approach and philosophy in sales. The self-help gurus are the best at teaching, “You are what you believe. Your thoughts determine your outcomes and actions.…
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a sucker for sports cars. If a…
Why do sales professionals who become aware of their sales approach not working continue to plunge ahead? An unfounded "expectation of success" appears to play a significant role in such cases. Recently, I finished reading a book written by one…
Ah, the life of a salesperson. Perpetually condemned to sleazeball status, pushing unneeded or unwanted services on prospects who have no interest in those wares, only to run off into the sunset with briefcases full of cash… In the 1987…
If sales people (especially in a consultative sale environment) don’t learn the fundamentals of a consultative sales process, they will just stay mediocre at best. So, what are some of the basics that are important to become a successful sales…
I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced. I’ve been in the buyer’s seat…
No matter what type of company you have, there is always a need to find new customers. That’s what sales prospecting is all about regardless of the fancy name you give it. Early in my sales career I sold to…
People are Human Sounds pretty silly, right? Sometimes I find myself forgetting that everyone has their own perspective. We can start to assume that others think and feel the way we do, but this is a dangerous trap! We must…
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate my personal brand. I wanted to…