Some might be a little counterintuitive, some common sense, some you just may not have thought of.. Here are 5 do’s and don’t for the holiday season that I have either noticed work well for others, or have worked well for me in the past. Some of them might be a little counterintuitive, some may […]

You network, you craft “commercials”, you smile, you project warmth…you’re awesome! Then you finally get that prospect in front of you that wants what YOU have! Eureka! Bravo! You proceed to “qualify” them by asking them questions about what they need, and how they’d use what you are selling. You think it goes well. Then […]

Salespeople…We’re Not Interrogators, But We ARE Investigators: Remember watching old movies, when someone was captured by the enemy? The captors would fire off question after question? The poor prisoner couldn’t get out his answer fast enough! So, he just stopped answering. That’s how it feels when we’re cornered by a seller that is overzealous, has […]

How knowing your audience can advance you in the sales process Know Your Audience, Get Ahead in the Game In the world of advanced technologies, some salespeople start by showing their prospect an in-depth knowledge of their product or service hoping it will impress them so much they will have to sign! They typically start […]

How to Retain Loyal Clients, Even When your Competition Presents a better Deal Turning Your Clients into Trusted Allies What it takes to Retain Clients Loyalty, Even when they could do better. The old saying ,” Actions speak louder than words” is old for a reason,it’s true. If you say you will do something for […]

Do your Homework, Before you make the Leap Interview Them, Before they interview You Interview them, before they interview you. Often times we are looking for a career change, or maybe just browsing. Depending on the strength of your resume, you may be a good candidate for several companies. Some may offer what seems to […]

Why having a sales playbook is essential to you sales team INTRODUCTION The basis of this book is to give salespeople the tools necessary to create and sustain a positive sales environment for the seller and buyer in any transaction. The ability to connect with people and inspire trust is the foundation for the sales […]

The key to getting past the Gatekeepers Getting Past The Gatekeepers The gate keepers, these are the secretaries, front desk, and other guardians designed to filter the amount of interruptions decision makers have in their busy day. Ever call on the same decision maker repeatedly, only to find they are in a meeting that never […]

Why having a Desire to help others, will help you Succeed in all things Like yourself, Love your Customers We all need to have a healthy dose of self confidence to be in the sales profession. If you doubt your abilities, strengths, and product credibility, the customer will not believe it either. Your body language, […]

How the Art of Knowing when to Shut up can Save the Sale Some of the best presentations can be ruined by the over enthusiastic sales person. The sale has already been made, however the only person in the room that hasn’t noticed is the one who made it! Sometimes this mistake can cost you […]