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Year-end is upon us and all types of holiday party invitations come our way. Some parties we dread attending, and the rest we can’t wait for the day to arrive. Before landing at your destination, take the sales approach. Give thought to your best possible outcome. A cheerful attitude will get you through the chaos, ...

Selling challenges are constantly changing, and to be successful, sellers must change with them. With this in mind, Richardson Sales Training is issuing their Annual Selling Challenges Research Study as part of our ongoing effort to bring sellers the latest thinking in the sales performance improvement space. Please complete this short survey and share your ...

Three Strategies to Make Sales Role Play More Successful I can hear the resistance as I write this blog. The list of excuses and reasons why we do not have time to role-play and why role-playing does not work reverberates in my ears. I believe in the world of sales, role-playing ranks right up there ...

A compensation plan that works Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services. ...

How many boring presentations have you been subjected to in your life? Depending on the role, you can multiply that by ten, twenty or fifty for your prospect! Why does this matter? Boring presentations are unsuccessful presentations. They fail to differentiate you from the competition, hold the attention of busy prospects or motivate them to ...

Relational Intelligence definition: An ability to handle complex human relationships A client recently related a story to me. “Jane,” she said, “There is a young woman in the office next to mine. Next to me–two pieces of door molding between us. This woman put a meeting on my calendar and marked it urgent. At the ...

Fitness is an interesting subject. It certainly means staying bodily fit–and the tens of thousands of gyms seen all over our cities serve as reminders of how much attention people have on toned physiques today. But it also means staying fit in mind and spirit, and in fact, it’s a coordination of all three. In ...

What would you say if I told you that there is actually one sales question you can ask, that will tell you more about someone that any other question you could ask? When trying to learn about another individual, there are a few indisputable facts. To start with, it all begins with trust, and here ...