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Good Salespeople are Problem Solvers “Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a large percentage of sales managers and […]

I must believe in a product in order to sell it As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective salespeople. Too often salespeople are hindered by limiting beliefs that prevent them from implementing the best practices, principles and processes that can multiply their results. […]

It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough time. There was a time, just a few years ago, when it […]

This was to be a totally different article. I intended to write about what makes a successful salesperson. However, as I began to conceptualize the article, it occurred to me that I ought to begin with a definition of success. And it was there that I got side–tracked. “Success,” like “beauty” is a slippery term […]

Are successful salespeople made or born? It is the eternal question: the sales manager’s version of nature versus nurture. Since I spend most of my time teaching salespeople how to become better at their jobs, I’m 100 percent in the “made” camp. There are best practices in the sales profession, and outstanding salespeople do many […]

One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a […]