by chris | Jul 3, 2015 | Sales Motivation, Sales Process
How much do you really value time? My experience has been that the salespeople who genuinely excel are those who are keenly aware of how they manage time. They never end a day without knowing what they are doing the next day. Time is a key leverage point for...
by chris | Jun 27, 2015 | Sales Motivation, Sales Process
It sounds crazy to say this, but great salespeople love to hear the word “no” from a customer. “No” is simply a snapshot in time. The sooner you hear “no” from a customer, the sooner you can ask questions to find out why they...
by chris | Jun 20, 2015 | Sales Process
Great salespeople are keenly aware of the customer’s expectations and desired outcomes. Customer service can’t simply be something we give lip service to. It must be a core value if we ever hope to succeed at the highest levels. I have...
by chris | Jun 13, 2015 | Sales Motivation, Sales Process
What are you doing to help others succeed? In working with salespeople, I have found that the ones who are truly great are deeply committed to seeing beyond themselves. They purposely seek ways to help others succeed, whether they be customers, colleagues...
by chris | Jun 6, 2015 | Sales Motivation
Are you settling for average? If so, why? On the road to greatness are salespeople who have resolved to excel. They have an attitude and approach that says, “I’m going to master the things I do well and never stop trying to get better!”...
