Planning & Mindset

“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course,…

Read More

3 Great Ways To Help The Sales Team Deal With Change

Some people do not accept change very easily, especially when it means more work and effort. However, change is inevitable, and under good, forward-looking management, it is usually a good thing. Below are three tips to help you take some of…

Read More

Motivate For SHOW, Manage For DOUGH

As a sales manager, director or otherwise, frontline supervisor of a sales team, you have many challenges. Motivating the crew to do their best is usually the primary goal and the area where most sales managers spend their time. However,…

Read More

To Be A Top Sales Person, Just Follow The BASICS

Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working…

Read More

4 Powerful Reasons To Walk Away From The Price ONLY Prospect

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else,…

Read More

How To Forget About WHY You Lost The Sale

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could…

Read More

Take These 2 Steps To Stay Positive When Everything Is Falling Apart

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and…

Read More

A Big Selling Mistake – Never Judge A Book By It’s Cover

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?” No matter how hard we try, often it is difficult NOT…

Read More

4 Ways To Oversell Yourself Right Out Of The Sale!

Can you oversell your product or service? Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? In a word, YES! Here are four common ways that you…

Read More

What Is A Sales Slump?

“I’m in a slump right now…” “Our sales are in a slump…” We hear this terminology all the time in the world of professional selling. However, just what is a sales slump anyway? Most sales people refer to a sales…

Read More

How To Earn A PhD In Sales

Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How do…

Read More

Should You Own The Product That You Sell?

Many sales people ask if they should buy the product or use the service that they sell. My answer is also a question in, “Do you truly believe in what you sell?” I will make this short and sweet: “If…

Read More