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A trigger is a need to buy, an event that pushes you to buy the product right now. Not six months or a year down the road, but now Read More

Dissatisfaction is the key to creating and winning opportunities. Without it, it is impossible to create value for your dream client. Worse still, it leads to competing on price, an area that by itself almost never provides enough motivation and justification to change. Salespeople are better served by developing dissatisfactio 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

Persistence and determination are essential attributes for success in any endeavor, especially sales. But too often salespeople believe that persistence and determination are the result of quarterly calls. Being persistent requires the grit and determination to make the calls, and to make them with a frequency that is meaningful enough to be effective. Read More

There is no business that is worth taking if it costs you your honesty and your integrity. It is difficult to walk away from deals that require you to violate your honesty and integrity, but it is even more difficult to live with what it means about you as a salesperson Read More

There some basics that every sales person needs to master, one is being able to articulate why people buy from you. Most sales people resort to marketing babble rather than delivering a concise statement that really speaks to and is meaningful to the buyer Read More

Sales like other professions should require continuous development. Unfortunately many sales people do not invest sufficient time in their development, and as a result do not reach their full economic potential. Organizations also lack the conviction to continuously invest in their most important asset, their revenue engine Read More

Are you using Twitter in your sales process?

My guess is that many of you are. It’s hard isn’t it? You want thousands of followers to give you the sales leverage of large numbers, but you want to deliver a very personal experience to prospects and clients.

My suggestion (secret)? Twitter Lists Read More

Selling isn’t about manipulation. It isn’t about tips, tricks, secrets or gimmicks. Success in sales is built on caring enough to help other people achieve the outcomes that they need to succeed Read More

Prospecting requires an iron discipline. It is easy to let your prospecting efforts suffer, especially when you have won the big deals to meet your personal and company targets and goals. But disaster strikes without warning, and it is far better to dig your well before you are thirsty than is to wait until you are desperate Read More