Tricky Customer Issues

Here are two questions about tricky customer issues that I respond to in this podcast:  If you dropped the ball with a customer, how can you redeem their trust again? How do you know how far to push a sale without overstepping your bounds and threatening the sale...

Why it is so easy to be an exceptional salesperson

Over my career as a salesperson, I sold a variety of products in a variety of selling situations.  From suits and sport coats in a retail men’s store, to capital equipment to schools, to surgical staplers to surgeons in the operating room, to 70,000 line...

The Hidden Path to Sales Success

In my twenty plus years of educating salespeople, I have encountered tens of thousands of sales people, and worked with literally hundreds of sales organizations. The vast majority of them want to do better.  Yet, the vast majority of them remain at a level best...

Closing the Sale

There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”    That advice is incredibly overdone.  There is no one aspect of sales (at least in the B2B world) that undeservedly receives...

Why set goal?

Goal setting is one of the universal best practices for salespeople.  Yet, many salespeople don’t make it a part of their routines.  The first step toward rectifying that is to understand why goals are such an important part of a successful...