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Where are you "headed"?

A couple of years ago, I had this “Sales Taxi” idea pop into my head. It carries a double-meaning... Read More

Everyone wants to keep their clients, especially their key accounts. But not everyone deserves to keep his or her key accounts. Do you want to create loyal clients? Ask yourself these questions (no lie, this is going to sting a little . . . maybe more than a little). Read More

Everybody talks about how important listening is in sales, but the real measure is how well one understands. Most sales people practice selective listening, which does not always lead to really "hearing" and understanding the buyer and they buyer's objectives. Read More

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. Read More

What do you do?

How do you respond to this question? Do you provide the standard name, position, company response? …or do you reel off a “complex-corporate-techno-speak explanation?” Some people freeze like a child caught with their hand in the bag of Oreos.

I think a lot of people get confused. On one end, I see people who... Read More

Nurturing your dream clients means providing something of value to them before they ever make a decision to buy from you. The ability for your ideas to make a difference for your dream clients is what sets you apart from your competition, and it is ultimately why they choose you. To nurture your dream clients, treat them like they are already your clients; treat them as if helping them to improve Read More

Negative sales behaviors result in reducing the likelihood of a sale. On larger, more complex deals, asking for the commitment to buy over and over again is a negative behavior, especially when closing for the commitment is premature. To succeed in sales, you must be able to obtain commitments for something that moves you closer to deal. It may not be A-B-C, always be closing. But it is surely A- Read More

Some people think goals are the most important step toward achieving success. Although goals are important, I don’t think they are the “most important” factor. Why? …because many people have goals, but they don’t do anything with them.

The most successful people set goals and then quickly turn their focus toward something more important... Read More

Some people use certain words but never deliver on their meaning, while others demonstrate their intent through the way they act, not just mouthing the words. Read More

As much as anything else, a salesperson’s client list is a measure of their effectiveness as a salesperson. It is also a measure of their confidence in their ability. High performing salespeople have the highest levels of skills in all of the skill sets that sales requires, and they have the confidence to sell and to win big deals. Read More