Achieving Sales Excellence

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Most sales organizations have a bell-shaped curve. Maybe 10, 15, 20 percent of their people are in the disproportionately successful side, a bunch of people in the middle, and they’ve got some people who are struggling. And we’ve looked at what those disp ...
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Aim High For The New Year

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It’s a really easy trap to fall into. We get excited with a brand new year, we make some New Year’s resolutions and we have all these great ideas and plans to achieve a lot more. But then a couple of weeks later reality sets in. We get back into the drudg ...
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All-Pro Team Presentations

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In sales we’re finding that more often salespeople are going out and taking that technical expert with them, which is just fantastic. The problem is that often times we don’t know how to actually make it into a true ‘team’ presentation. What we end up wit ...
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Avoid Hitting Your Plateau

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Interestingly enough, if you notice how salespeople perform at a certain point in their career it just kind of flattens out. It’s almost as if their lawn is a lot more exciting than their sales. And they’re more concerned with going home at night, making ...
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Avoiding Product Launch Mistakes

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Why does a top-notch new product or service that’s priced right and introduced at an opportune time end up as a marginal success, or even worse, a dismal failure? Unfortunately, it’s because most companies make some pretty significant, but easily avoidabl ...
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Becoming A Sales Magnet

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The idea is to find a bull’s eye market and penetrate that market. Become not only a specialist there, but really become the expert in what you provide and what you can do. Those people know other people like them and if you do a good job, they’re going t ...
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Becoming A Sales Superstar

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If you envision the customer as a close friend, a relative or even your mother, you inherently begin to work with that person much differently. And that’s the true goal of consultative selling – it’s really to be able to assist your customer as though the ...
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Being Wise With Commissions

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I like to have the sales toys as much as the next guy – fancy Palm Pilots, cool cell phones, nice cars – those are all good things. The point is to have a plan for where you’re going with your sales career and what you’re going to do with your commission ...
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Better Memory

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When salespeople start thinking about how their memory impacts their success and their performance and their income, this whole concept of remembering somebody’s name is hands-down the number one challenge people have.

Book Yourself Solid

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I think one of the areas where we fall down a lot is that we go out and market, market and sell and sell all the time. We try to do this before we actually have a foundation in place for our business, and a trust and credibility building strategy in place ...
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Branding Your Sales Force

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Most people overlook the most tactical weapon in branding and that’s your sales force, because your sales force is out there meeting and charging into your market place every single day – creating an impression and perception of your business. Your sales ...
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Build The Value, Get The Business

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In the not-so-distant past it was very easy to sell based upon features and price. In today’s world, as there’s more and more competing products, it’s harder & harder for the buyer to differentiate one from the other. It’s becoming even more important to ...
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Business Proposals That Close

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It’s an odd thing that in our era when process-oriented methods of selling have become so dominant where they focus on a step-by-step method – what they fail to do is account for the fact that at the end, you probably have to develop and deliver a compell ...
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Closing Strategies

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The close is a natural conclusion to everything else you’ve done effectively in the sales process. You don’t turn a poor prospect into a customer with a closing technique, and you don’t turn a poor prospect into a customer with a great presentation…The cl ...
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Coaching Yourself To Success

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It’s time after you’ve been in the sales business to look around and think, ‘Am I on the right track? I’ve been doing well, I’m successful – but where do I go next in my company or out of my company?’ You’ve become comfortable, but that’s so dangerous bec ...
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Conquer The Fear Of Selling

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Confidence is something, that if you pursue, you will never be successful. Instead, let’s pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you.

Controlling The Decision

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The one secret weapon we have is the understanding of how the sales process works and why people make decisions the way they do. When we make purchasing decisions, regardless of what we’re buying, we’re making them based on an emotion. But, we’re using th ...
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Cracking Corporate Accounts

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People really want to try for those big ones, but they give up over time because sometimes it’s so darned frustrating. It’s like beating your head against the wall trying to get your foot in the door. And it’s really hard because nobody ever calls you bac ...
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Differentiate & Connect

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It’s an incredibly competitive marketplace today, and it’s only getting more competitive. The margin of victory is increasingly small and most sales people lack a sales process that matches the natural buying process that nearly all buyers follow.

Differentiate To Win

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I think the big thing we have to be concerned about is, how do we distinguish ourselves? So when I speak to sales professionals I ask people, ‘What do you do to keep from sounding and looking like everybody else out there?’ The tough part is if you’re an ...
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