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 [...]

A customer who haggles about price early may be a customer to avoid. My experience has been that a customer who is overly focused on price is usually a customer who will battle you on every detail — during the selling process and later on. They will suck your sales motivation and test your selling [...]

Bad salespeople only know how to sell one thing — low prices. They don’t know how to sell value, and even if they could define value themselves, they would have a hard time communicating it to anyone else. If a salesperson only knows how to sell something at a steep discount, then that is the [...]