Sales people are naturally driven to take action. They’re more comfortable being busy than being idle. This is generally a good trait but all actions do not lead to more sales. The best sales people have learned through education and experience to choose their best...
As I write, we have come to the end of ‘Masters Week’ that kicks off the ‘Majors Season’ of the Professional Golf Association (PGA) Tour. Many golfers say this is the best week of the year. The Masters Tournament is the only major tour event played at...
In regards to business, many refer to RELIABILITY as something that is only applicable after the sale is closed. The following are common ways people think of RELIABILITY....
The minimum acceptable outcome of any sales meeting is to get closer to winning a sale. Sure, eventually we want to close the sale but in B2B sales, it’s rare if ever when we close a major sale on the first call. Yet so many...
I bought my first brand new car when I was 19 years old. I was working three summer jobs, which included playing in a band, and I needed a hatch back to carry my gear. Two days after driving the car off the lot the...
The most successful sales people almost never do what many see as the traditional, hard close to win business. The best sales people close more business but most wouldn't recognize what they do as "closing" the sale. They'd see people moving a process along and helping others succeed. See how great closers continuously win....
What do these things have in common? – Asking that special someone for a first date – Inviting a friend to join you on that dream, cross country bicycle ride...
