by chris | Aug 11, 2015 | Sales Process
Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale...
by chris | Aug 8, 2015 | Sales Leadership, Sales Process
How solid are your ethics — not just when things are going well, but particularly when things get difficult? A key characteristic of great salespeople is their strong ethics. This is especially apparent when it would be easier to cut...
by chris | Aug 4, 2015 | Sales Process
I’ve seen far too many sales proposals, and I’ll admit 90% of them are a waste. Reason is simple: We don’t take the time to do them right. Reason we don’t take the time is we’re too busy scrambling to get them out, as we feel it’s what the customer wants. What...
by chris | Jul 31, 2015 | Sales Leadership, Sales Motivation, Sales Process
It’s the last day of the month, and for many salespeople, that means it’s a mad scramble to get another order to make a number. For others it’s a day to coast, because of a bad attitude that says the month is shot, so screw it and try again next month....
by chris | Jul 11, 2015 | Sales Mindset, Sales Motivation, Sales Process
There is value in being an optimist! How optimistic are you? In my experience with salespeople, the optimistic ones tend to excel not only in their professional lives, but in their personal lives as well. Optimism does make a difference! Check out the...
