Five Steps to Sales Mastery

Becoming one of the master salespeople — the top five percent in the industry — doesn’t happen by chance.  It is the result of a disciplined approach to the project of improving yourself.  In this podcast, I share some of what I’ve...
Discounts?

Discounts?

Q. Customers ask every year at “budget” time for us (as their main distributor) to give them a better discount. Will this ever stop? A. No. Q. How can we continue to grow when we keep giving away margin?  A. Let’s think about this one together. If your margins are...

10 Tips to Overcoming Call Reluctance

Call reluctance is the term used to describe a salesperson’s hesitancy to make the next sales call.  It’s a common issue that can detract from a salesperson’s performance. In this piece, we provide some solutions.   Check out this...
Creating a Sales System

Creating a Sales System

Watch this post on YouTube Listen to this post's Podcast Invest in Your Sales System and Grow Your Business One of the most common reasons companies don’t reach their growth potential is a lack of understanding of their sales systems and a lack of appropriately...

Position Yourself with Power

Customers always create a perception about the sales people who call on them.  Sometimes this perception works for us, and sometimes it works against us.  By intentionally influencing our position with the customer, we can influence the customer’s...

Betrayed! A Q&A for Salespeople

What happens when you spend a great deal of time and effort creating a big proposal for a prospect, and discover that they gave it to their current vendor to match?  Have you been betrayed, or is there some other explanation?  In any case, what do you do?...

Strategic Planning for Salespeople

In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires...