Like most people, sales people, for good or bad, come in all shapes and sizes. They come to the party with their own individual personality traits, personal characteristics, and professional abilities. Some are independent, aggressive, and persistence with a very… Read More ›
Put yourself in the Prospect’s Shoes
Have you ever been sitting down for dinner, or even enjoying a quite weekend at home when suddenly the door bell rings and it’s some annoying sales person standing at your door? They try to make some sort of small… Read More ›
Do you qualify?
Earlier this week I had a conversation with colleague of my and I asked him what I thought was a pretty straightforward question; “What makes your sales people successful?” Instead of providing me with the usual responses of X, Y… Read More ›
What defines you?
Depending on whom you talk to, there are many different words used to describe a sales person and their character. Some are flattering, while others are down right rude. Some are more descriptive than others, but generally speaking, adjectives used… Read More ›
Are you trying too hard?
No matter what the occasion, there are absolutely times when you really need to put forth your best effort, when you need to deliver, when you need to shine. You prepare, putting in the time and effort that you believe… Read More ›
Ask a few questions, gain a few answers, and move on!
It’s another Terrific Tuesday! For me it’s one of the best days of the selling week. Reality is, everyday is the best day of the week when you are in sales, but I digress. For me, I especially like Tuesday’s… Read More ›
MOVING FORWARD . . . NO EXCUSES
After another exhausting week, I find myself sitting here pondering, no, reflecting on the past six weeks. Weighing heavy on my mind is the challenge of closing out 2012 and wanting passionately to get off to a fast start in… Read More ›
Secret to sales success . . . Evaluate
I was watching a football game yesterday and I noticed that how after scoring a touchdown, instead of celebrating on the sidelines, the whole offense was gathered around looking at pictures from the completion of a successful drive. You could… Read More ›
The Ultimate Cold Call
Ah, the cold call. For better or for worse, it is the ultimate sales challenge. For some its a frightening experience, for others it’s a thrill. Some sales people swear by them while others loath the very thought of the… Read More ›
Time to Re-Engage . . .
There is a scene near the end of the 1986 classic movie Top Gun, where Maverick (Tom Cruise) is called out to go into a dog fight after coming back from a crash in which his spotter, Goose, was killed. … Read More ›