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 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…
Selling Experience, How Would You Describe Yours?
When most people, regardless of their profession, refer to their experience level they generally tell you how long they have been in a particular field. They will state that they…
Decision Makers vs. Influencers
What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find…
Home Runs are Great but Bunts Win Games and a Key to Sales Success
Every now and then salespeople hit a home run - close a big deal. When these happen you have the right to celebrate and pat yourself on the back for…
How to Sell With Ease – 5 Simple Steps
Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or…
3 Traits of Successful Salespeople
There are numerous types of salespeople in the world. In fact, sales are the highest populated position across the planet. The main factor for this is because it is one…
The Sales Qualification Process – Making It Work For You
If you've been alive during the last 10 years then the chances are that you've been 'pitched' by a salesperson numerous times. You probably knew what was going on and…