Sales Blog

Powerful Tips On Qualifying The Decision Maker

If you are still having problems with unqualified DMs (Decision Makers) when you show up, then perhaps you are not qualifying for the true DM when cold calling as strong as you think you are. It is very common for […]

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 […]

How To L.E.A.D By Example For Sales Management

  Most people in sales management or with a title that is responsible for leading a sales team, speak about leading by example. However, exactly what does that mean? Many who attend our Sales Training think that to lead your […]

How To Push Your Prospect’s Hot Buttons

  “Find the prospect’s hot button and push it” One of my earliest sales mentors told me this during the first ever Sales Training that I attended. We’ve heard these thoughts before; but what do they mean? Is it to […]

NEVER Reveal The Price Until You’ve Built Value

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. […]

Use Personal Recruiting To Build Your Sales Team

With the advent of the Internet and numerous sites like CareerBuilder and LinkedIn, job searching has become largely electronic. Yet hiring a sales team, especially those who will become long-term loyal assets to your firm, remains a difficult task. However, […]

An Effective Way To Identify Top Sales People

Finding and hiring good people is a challenge in any industry.  However, identifying and hiring people who can become top sales producers is a monumental feat few have been able to achieve with any level of consistency. However, I have […]

Is Selling An Art, A Practice Or A Science?

How do you view the profession of selling? Let’s face it; selling is unlike any other business or profession in the world. I am not referring to those who do a little selling as part of their overall job function. […]

You And The Prospect Are On The Same Side

It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person.  Your job is to help; to be of assistance, to serve. However, too many sales […]

Best Response To “I’m Not Interested” Objection

  Cold Call Objections No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career. What am I talking about? Cold call objections […]

Handling the “No Name” Policy: Part I

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment.  Whew! Even if you already know the likely […]

8 Steps to Help You Sell to Groups

Let’s face it, you probably prefer to talk to one person at a time when you sell your services, as you can establish good rapport, deal with one question at a time and generally focus on just one challenge at […]

5 Ways To Handle ‘I Want To Shop Around’

How frustrating is it when your client has gone through your proposal and your sales presentation and then said ‘I want to shop around and get some quotes from other suppliers’? It’s not obvious from his statement what exactly their […]

6 Steps To Creating Your Personal Commercial

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is. You […]

The Reticular Activating System And How To Use It In Sales

  There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, […]


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