BizSugar.com › User › daniel.waldschmidt › Voted

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

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

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

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

A sales manger has many things balance in their role, key being a balance in coaching and managing, skills training should not be one. As in sports, you have the team coach, and has trainer specially selected to help him/her Read More

People always talk about networking, building connections, follow-up, etc. Check out this step-by-step formula for building a powerful business network Read More

Your presentation materials need to be polished and they need address your client’s needs. But your presentation should focus on the client’s specific needs and how your solution solves their problems and improves their outcomes. It needs to tell their story, not yours Read More

In sales many people give up to soon. Sometimes it is a lack of process, other time it is a misconception that the may be too assertive. The reality is constructive persistence always pays off Read More