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You crank out more phone calls than you can count. You do everything possible just to get an appointment. What do you do when someone finally shows you some buying signs?

Too many sales people take the approach of, “I’m still waiting to hear back… they promised to call me when they are ready to move forward.”

Are you kidding me?!!!

I’m going to share two examples from my own personal sales experiences. These are things that I’m constantly working to improve upon. I hope these points help you win more deals Read More

I’ve seen hiring managers try to scare interview candidates out of the job… telling them about the high volume phone and activity requirements.

Without fail, it’s like the sales person takes it as a challenge. Whether it’s true or not, the sales person usually says something like.. Read More

Requests are more of an art than a science. It’s one of the most important skills to selling – to be able to ask for something and get buy-in from someone else.

The more often you think about what’s important to others, the easier it will be to get what you want – regardless if it’s new business, a date, or just some time to yourself to lounge on the coach. Always ask for what you want by positioning your request as an opportunity for another Read More

Sales people often see objections as red flags, and they just can’t help but react. There are entire programs on dealing with objections, handling objections, deflecting objections, embracing objections, the list goes on…

Most of these programs attempt to help sales people “deal” with objections by teaching them what to say, what to do, or how to avoid them. I recommend a different approach… Take objections to the EDGE Read More

A mentor once taught me, “Sometimes you just have to let things play out.” The message immediately clicked with me. It ranks among the best pieces of leadership advice I have ever received.. Read More

Think prospects understand your message? Try this!

Even if you’re selling a new social media techie tool, make your “elevator speech” so simple that your grandmother could understand it Read More

Do a quick review of all the social media stuff you have read lately. Especially take a close look at stuff supposedly addressed to sales people.

It’s all about social media “marketing.”

We’re “sales” and we work differently. We don’t have all day to generate audiences, run “campaigns,” and attract customers. And chances are if we tried (without some coaching) we would just be driving away prospects Read More

I really like these Honda videos.

I picked out a list of my favorite inspirational one liners…

What ideas will you take from this video to help you achieve greatness Read More

by Jill Konrath, Selling to Big Companies & SNAP Selling

This FREE session is being put on by my friend Doyle Slayton, founder of SalesBlogcast.com. In just two years, he has gone from a no-name sales pro to being widely recognized in his field.

When you attend his upcoming webinar, you'll learn six powerful social media tips to build your business Read More

Getting hung up on is one of the most frustrating things sales people face. I’ll admit, it doesn’t hurt my feelings… unfortunately, it makes me angry! Over the years, I’ve learned to channel that frustration. Here are five techniques to use on prospects who hang up on you.. Read More