Archives

Be Careful What You Wish For

Selling has officially become a game of “strategy”. When I first started selling business telephone systems years ago there was no internet. Buyers relied on me to bring them product information, information on market trends and any information I could… Read More →

Prospecting…Why Not Pick Up the Phone?

Prospecting remains one of the most misunderstood and avoided of all selling activities. It’s really ironic when you stop to think about it because filling and maintaining a full pipeline of qualified opportunities is arguably the most important activity in… Read More →

Tips on How and When to Ask Qualifying Questions

Effectively qualifying leads is an essential and critical aspect of building a solid, opportunity filled pipeline. As you know, there are 3 key qualifiers you must identify: Does the prospect have a need and an interest in your products or… Read More →

The Relationship Between Credibility & Top Performance

Have you ever wondered how it is that two people can be speaking about the same subject but one of them is surrounded by a group of people while the other only has one listener? How about when there are… Read More →

A Flash in the Pan

We’ve all seen it. Many of us have done it. We get excited about something new. We get even more excited by the results we are getting as we continue to follow our new action plan until, all of a… Read More →

How to Create a Compelling Value Proposition

A value proposition answers your prospect’s question: “What value will I realize if I do business with you?” A vast majority of sales people and business owners answer this question by providing a rundown of their business qualifications. We serve… Read More →

3 Steps to Keeping Pace with Market Change

If you were to sit down and create a fantasy sales team to compete in the market of your choice, would you add your own name to the roster? Your immediate response should be an emphatic “YES! I am a… Read More →

The Language of Decision Makers

When I first started in sales, part of the job required learning everything we could about the product or service we were selling. Prospects utilized sales people as a source of information about new technologies and how they could be… Read More →

The Real Deal

I had the pleasure of spending two days with 100 Top Producers from a very unique company this week. I delivered one day of Sales Management training, and one day of Advanced Sales training. The organization is Creative Financial Staffing,… Read More →

Selling In The Dog Days Of Summer!

Summer is here and for many sales people that means it’s time to “kick-back”. Does everyone really go on vacation at the same time? You know that’s simply not true. “Yes, many people do take vacation in July and August,… Read More →

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