Sales Blog

Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, […]

You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order, and then continue to ask for the order. One of the oldest idealisms in professional selling is […]

Every day, I hear from salespeople who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable Sales Objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business […]

  For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and […]

  “Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” We are all familiar with the spouse objection, […]

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, […]

  Are you an order taker or a salesperson? What do both mean and what is the difference between the two? The difference between a professional salesperson and an order taker is like the difference between a vulture and an […]

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 […]

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 […]

  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 […]

  “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 […]

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. […]

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, […]

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 […]

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. […]