Category Archives: Blog

Sales Motivation Video: When Does Tomorrow Begin?!

  I know you’ve heard me say it before, but guess what? It is true that tomorrow begins TODAY (at least if you want to succeed in the sales world!) If you are waiting until each morning to plan your day, you are waiting too long! You need to be spending time the night before so […]

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Successful Negotiating? Start With This Step FIRST…

  Do you know that the most important step of negotiating actually has nothing to do with negotiating.  What is it? 1. Sell First. Negotiate Second. We’ll always secure a higher price if we sell first. Too many salespeople jump straight to negotiating, thinking it’s the only chance they have to close the sale. However, […]

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Your Price Reflects Your Self-Confidence

  A business consultant informed me they had reduced their rates substantially and the outcome from the reduction is they feel a lot better about the service they’re providing their clients.   What I found interesting is the rates he had to start with were not high at all. He claimed if his psychologist who […]

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15 Things Top Sales Managers Do and You Should, Too!!

  What makes someone a great sales manager? What separates them from the rest? Based on 15 years of consulting with sales teams, I have concluded the below list of 15 factors are what the “best of the best” do to be a successful sales manager: 1. Realize their job is not to be a sales […]

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Your Customers Aren’t Cheap. Your Salespeople Are.

  Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The argument the salesperson makes is that the competition has never […]

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