It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. I believe the #1 way [...]

How are your negotiation skills? Do you have effective negotiating skills? Take the test below to measure your negotiation skills. 1. Do you resist entering into any negotiations until after the customer has rejected your offer at least twice? 2. Do you have your “walk away” point pre-determined before you start negotiating? 3. Do you [...]

It’s time for me to go on a rant about cold-calling. I’ve had it with the sales pundits who proclaim cold-calling has no place in today’s business world. I will give a disclaimer up front that many of these sales pundits who say cold-calling is dead are friends and business associates of mine.  It’s just [...]

Companies are rarely able to look at everything they need to look at. Today’s business environment is moving too quickly for anyone to understand fully everything they could either benefit from or be at risk of being harmed by.  The salesperson is in the role of helping their customers learn what they don’t know — [...]

I’m asked frequently if I am a motivational sales speaker, and whenever I’m asked, I respond, “No.” Let’s get real for a moment. What is a motivational sales speaker?  Whenever I hear that, I can’t help but think of the Saturday Night Live skit from years ago featuring Chris Farley and his line, “…living in [...]