Let’s cut to the chase quickly regarding sales training activities that doom any chance of success. Biggest one is just thinking all you have to do is have the sales team attend a sales training program and voila, things will be wonderful. Unless the salespeople attending the program have never been exposed to sales before [...]

Are you keenly aware of who around you is draining the life right out of your sales motivation? You need to be. This is a much bigger issue than most people realize.  A key component of sales is the mental state of the salesperson.   More sales are made or lost based on the mental state [...]

If the fear of rejection takes a toll on your confidence and sales motivation when closing, I suggest 3 ways to stop being afraid. NUMBER ONE:  Believe in your price. If you do not believe in your price, then you have bigger issues than a fear of closing.  I never cease to be amazed by [...]

Do you want to prospect more, but you’re just waiting for “more time” in your schedule? You’ll never “find” more time. Get over it! Extra time is not going to suddenly fall into your lap. If you want extra time, you’ve got to get rid of something. Many times the “something” you have to get [...]

Maybe you’ve mastered not offering discounts on price — but you still make promises that increase work for other people in your company. Don’t be so quick to throw your co-workers under the bus when it comes to closing a sale. Ultimately, this costs your company profit, just like discounting does. Many times salespeople will [...]