The best sales people are proud to sell – Three simple reasons Many people sell for a living but they either don’t know it or don’t want to acknowledge it. If you aren’t proud of your job, I submit that you can’t be incredibly successful...
Business leaders still ask me for the “if-then” formula for successful selling. They want a turnkey method that says if yes then do this. If no then do that. I call this decision-tree selling and we see it used effectively in “self-select” selling models. ...
For those who are not American football fans, please forgive the metaphor. I hope you’ll see that it fits and I’ll look forward to hearing other comparisons from you....
I’ve heard from many start-up CEOs and Founders, “I want sales people with a rolodex.” Since I left Microsoft, to start The Five Abilities™, I’ve been approached by recruiters who are very open that their company/client wants my rolodex. They assume after 30+ years in...
Many think that sales people are money hungry, hard-charging people who will do anything to get a bigger commission check. No doubt we've all encountered people, in sales roles, who embody these traits. In my experience, these are not the people who are consistent top performers. Top performers are addicted to winning, find joy in helping others and relate well to a diverse set of people. They also happen to make the most money but... the dollar is not their driver....
