From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.So the question comes to mind.....are you making the right... Read More
What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a... Read More
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates... Read More
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way... Read More
Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.Treat your referral... Read More
It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.1. Develop a system for everything. There's a fundamental reason why companies... Read More
It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid... Read More
Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.It's not pretty.The customer may not even be... Read More
Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time.Let's face it, some employees have a very hard time consistently executing tasks that "should" be... Read More
Just a few critical distinctions can supercharge your communication skills:1 Appeal To Peoplesī ValuesValues are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you.When you ask someone: what... Read More
![]() |
|
![]() |
|
![]() |
|
![]() |
|
|||||
|
|
|
Are you worried about whom you'll sell today so you... Read More
1. Find a strategic business partner. Look for ones that... Read More
Education plus Motivation is a powerful formula. But how do... Read More
We are each responsible for our own success - or... Read More
First and foremost are you thinking Strategically? "Do you have... Read More
A "Call To Action" is an invitation for your prospective... Read More
Marketing and sales co-exist and work in tandem beautifully if... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
This issue's topic on sales prospects comes in response to... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
Do you invite your prospective customers to ask questions ...or... Read More
Have you ever heard of the Golden Hour? I live... Read More
Selling online can be very difficult, more difficult than in... Read More
How many times have you had a customer say to... Read More
The "Three Cs" in building customer relationships are a key... Read More
Prospect - "So now that I've told you what we... Read More
I am a big believer that great salespeople generally realize... Read More
As business owners we all know that in a ideal... Read More
Making a living in sales can be very rewarding, however,... Read More
I'm about to challenge your belief system, or at least... Read More
An area many businesses fail to recognise as a way... Read More
I arrive with about 350 other guys. We smile at... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
I saw something in town the other day that just... Read More
The goal of all sales training is not just to... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
If you've driven yourself crazy trying to figure out why... Read More
One of the best books I have ever read is... Read More
Contrary to many of the books on how to be... Read More
For those of us working in the exciting world of... Read More
Each of us sells every single day. We are all... Read More
Traditionally, salespeople look for something in the office that begs... Read More
Does this sound familiar? With high expectations, you sent your... Read More
I sit down and look at my notebook. Then, I... Read More
Too many sales letters are shaped into paper airplanes and... Read More
I would like you to begin thinking of mailboxes in... Read More
In the 1990's we lived on a farm in Iowa.... Read More
Each of us sells every single day. We are all... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Sooner or later, we all backslide into old ways of... Read More
Sales marketing online is an art that you must keep... Read More
As Financial Services Sales Professional you need to build trust... Read More
How did you do this past year on your sales... Read More
Let's be realistic nobody really wants to be labeled a... Read More
Prospects have many reasons (you might think excuses) for not... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
My wife and I watched the movie Ray a couple... Read More
This issue's topic on sales prospects comes in response to... Read More
In his classic book, "Think and Grow Rich", Napoleon Hill... Read More
I am a big believer that great salespeople generally realize... Read More
Many years ago, I was the one starting a small... Read More
So -- you've just gotten off of the phone with... Read More
Sales resistance is a fact of life for most sales... Read More
There's loads of material about making money available on the... Read More
In sales we do tend to become focused upon our... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
We are each responsible for our own success - or... Read More
No matter what your age or stage in life, some... Read More
The quickest way to increase sales is to make things... Read More
It has been said that a customer makes a decision... Read More
In the day-to-day operation of an online business we can... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
We all want to belong. As humans we feel the... Read More
Language is one of the most important tools you have... Read More
Sales Training |