Handling Sales Objections
The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level…
Tools for Success, Surveying Your Customers
Master salespeople are always looking for a performance edge. One of the tools that they employ is surveying their client base, especially shortly after a sale is completed. National companies…
Know What You Are Selling
When you begin a cold call campaign, or walk into your prospect's office, or otherwise approach a potential customer, are you always entirely sure of your objectives? A glowing presentation…
Selling Too Quickly Can Cost Referral Business – Speed Kills
In a time when more and more people are seeking instant gratification and seem to have less and less time and patience, many salespeople are trying to rush their sale…
Preparation in Sales
The adage 'If you fail to prepare, then you should prepare to fail' rings true in sales and in all other professions. Many sales professionals expect to surpass sales quotas…
The Horn – Road to the Race – Memories of Texas Motor Speedway
In this episode of The Horn Presents Road to the Race, David recounts memories of times at Texas Motor Speedway, including driving at 190 mph with a flapping windshield tear-off,…
The Horn – Road to the Race – Giving back to the Community
In this episode of The Horn Presents Road to the Race, David tells us about how he relaxes when away from the track. He focuses on maintaining his home and…
The MAP to More Sales – Part 3
In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP you will…
The MAP to More Sales – Part 2
In Part 1 of this series on the MAP to more sales I explained that that sales success boils down to just three things: 1. Message: Have a compelling message…
The MAP to More Sales – Part 1
If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot…