Truth, What Is Truth? Many of today’s experts love to tell us that everything has changed. It’s a dangerous new world and all the rules have changed, they claim. Nothing that used to work in sales or sales management still works today. Nothing. Traditional approaches, techniques, and methodologies are no Read more…
Saying YES = Selling More. Don’t be afraid to say yes, even if you’re not sure what you’re doing or where to start. You’d be surprised how many salespeople say no to an opportunity just because the idea of stepping into uncharted territory makes them uncomfortable. Being Human = Read more…
Kindle | Paperback | Audiobook Most people enter their professions without properly understanding how to grow a business. At times, this makes them feel lost, or worse, like a fraud pretending to know what they’re doing. It’s hard to be successful without a clear understanding of how business works. Donald Read more…
Kindle | Hardcover | Audiobook The comfort of playing it safe Thousand years ago, we all lived in tribes. Being a troublemaker might mean being expelled by the chief, which could result in death. Not playing it safe usually meant death. And so, we played safe most of the time, Read more…
Pull, not push Depression-era salespeople spend a lot of their time endlessly chasing prospects. Many are in mindlessly in the pursuit mode and hence most sales people have a reputation for being pushy. Customers actively shy away when they see the pushy sales people coming. The first step in ninja Read more…
You’re selling to a ‘person’. By Kevin Dorsey “I study people because no matter what niche, and no matter what product, you’re still gonna sell to a person. You still have to convince a person to change their behavior because of your communication style.” Let them ‘say’ to you Read more…
Every salesperson wants those magic words to roll off their tongue like sugar and grab the attention of the person they’re talking to. The bad news is there are no magic words. The good news is a proven four-step framework allows you to craft a messaging framework that compels the Read more…
This post is an excerpt from A Mind for Sales (by Mark Hunter). Top salesperson set goals. And the goals they set are ones average salespeople would cringe at reading them. The attitude is simple. If the goal does not push the envelope of success, then it’s not worth Read more…
Kindle | Hardcover | Audiobook And just like that everything changed. A global pandemic. Panic. Social distancing. Working from home. An economic crisis. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From the classroom to the virtual classroom. From selling to Read more…
Mondays, especially mornings, are a perfect time to reach out to customers. By reaching out to prospects at the start of the week, you’re saying “I care and want to help you sooner than later. Your desire to use Monday to get organized is an excuse for your lack of Read more…