Client Profiles: WHY and HOW To Get Clear On Who You Want To Deal With
Do you know the client you spend most of your time with? What I mean is, we all get into this business with the perception that we're going to make a lot of money. It is what every company sells when they bring in new salespeople. The idea of making it big without...
The Objective: Joy In Our Work
As a professional salesperson, you MUST have a different view on the sales call process if you're going to make the top 3%. As a salesperson, we face challenges that most people don't face! 1) Daily rejection (10-50 times a day depending on if you're coasting or...
Education: Its Impact On Your Career
Have you ever dealt with an uneducated salesperson when making a big purchase? Have you ever went in to buy a car and knew more about its features than the salesperson did? How does that make you feel? Do you feel confident in purchasing that item from that...
Ever Thought About What You Really Know?
In today's fast-paced world, we gain knowledge from so many sources and yet, we meet days where we realize we don't know all that much about some concept, idea, or process as we thought we did. What do I mean? Well, as I was on my way to work on Tuesday last week,...
Know Your Market And Your Position Within That Market
Your position in your market can drive a lot of your sales. If you met someone at a function tonight, how would you answer to the following questions? Where do you stand in your market? Are you segmented from typical salespeople? Do you know what your market will look...
The Consistency Challenge
Consistency is KING. All of the most influential people in the world talk about consistency and how it can produce incredible results. Although consistency is a simple word to throw around, the act of being consistent is more of a challenge than most realize....
High-Performance Sales Are Predicated On
To win in the world of sales, you must become an entrepreneur. If you are in the world of commission sales, then you run your own company inside the web or sphere of the logo you have on your business card. Let me rephrase that a bit! Anyone that is in sales is, in...
Culture: The Key To Team Growth
Have you ever had a team member leave without notice? Maybe you've had an employee up and leave with their team without notice. Or maybe you've had a team member who you had thought was engaged leave due to lack of leadership. I think we've all seen this in some way...
Scheduling To Win
Have you ever set out to achieve a sales goal, only to find yourself caught up in so many trivial tasks that your intention to make say 50 calls just flew out the window? Maybe you've decided that you're not going to get involved in your operations as much, only to...
What Do You Believe?
Have you ever felt that you don't believe in yourself, your business, your company, or your career? Maybe you've been faced with the feeling that you're a fake, a telemarketer, or even a scammer. In sales, it is common for people to lose track of what they believe in,...