7.5 responsibilities sales leadership has to its salespeople

All salespeople are given a plan, a quota, or some kind of “numbers” to achieve as a major part of their job requirement.The key...

5.5 keys to naming your product’s price with confidence

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the...

What’s your ‘type’? Mine is ‘sales successful’

Everybody talks about “types” of people to figure them out.Salespeople are all taught to mirror, model and typecast their prospective customers. Big mistake. It’s...

Are you making sales — or measuring sales activity?

The amount of time that management spends measuring sales activity and salespeople (or, even dumber, the ROI of some investment they made in CRM)...

All airlines are the same — except for their people

As you may know, I’m a regular flyer — about 200 flights a year. The flights are mostly on major airlines, but because I’m...

I’d rather have no sales advice than bad sales advice

I can’t help it. I read some bad sales advice today and I gotta say something. I’ll try to keep it positive, but my...

How is a cup of coffee like a sale? When it’s with a customer!

I like coffee. Dark, black coffee. Espresso. No cream. No sugar. Just dark, black coffee. You?But I look at coffee differently than you do....

Writing my own legacy, one word at a time. Yours?

What do you do when you get up every day? Anything to do with your legacy? I doubt it.Here’s a short version of your...

The difference between presentation and communication

How do you communicate? How good of a communicator are you?If you want to make a winning sales pitch, it takes a combination of...

Passive, aggressive or assertive? Which one wins?

The answer is “assertive.” It’s the best strategy for engaging, establishing control, proving value, creating a buying atmosphere and forging a relationship.I define assertiveness...

A dozen books you should own and read — at least once

When Jim Rohn said, “All the information you need to succeed already exists; the problem is you haven’t exposed yourself to it,” it was...

Stop cold calling and get a sales life: There’s a better way

“That’s all I can stands. I can’t stands no more!” When Popeye the Sailor says that, a can of spinach appears out of nowhere,...

The grass is always greener on the other side of the job. Or is...

Hate your job? Things at work not going your way? Productivity down? Not earning enough? Thinking of leaving?Here are some job realities you may...

The new truth about ‘closing’ the sale: fair enough?

Every salesperson is looking for the fastest way, the best way and the easiest way to “close” a sale. More than human nature, for salespeople...

The customer is stalling — what do I say now?

Recently, I received this question from a reader:Jeffrey, When a client says he or she is “still reviewing their options,” I know you say...

The power of sales success is 100 percent in your control

Every salesperson wants to think of himself or herself as powerful, but, if asked, they would have no idea where their power actually comes...

Post words; achieve big; build success — day-by-day

Last year I posted four words on my bathroom mirror: “Finish,” “Write,” “Shape” and “Yes.”My results?• I finished my “21.5 Unbreakable Laws of Selling.”• I wrote...

The risk of 9 to 5 and the reality of before and after

Ninety-five percent of all salespeople try to fit their sales day into a normal workday. They want their day to be from 9 to...

When you walk in empty headed, you walk out empty handed

How much of your presentation is “standard”?Whether you sell a product or service, whether it’s simple or sophisticated, what percentage of your presentation is...

Why hire an athlete? Because they know how to score!

Everyone wants to hire the best person for the job. I do, too.Here’s a concept: Hire an athlete. It may help you as an...

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