To begin, I must re-emphasize what I said in my last article in this series on Salesperson Fitness. The ancient Greeks brought forth a philosophical approach of separating the mind, body and spirit so that you could, if you wished, only live for one of these–an attitude which in some quarters continues today. Even though ... Read Post

That time is upon us once again–that time for sales resolutions. What are we aiming to do next year to vastly improve on this year’s sales results? For professional salespeople, year-end holidays can serve as a time for reflection on our work over the past year, results, and the impact we’ve had on our co-workers, ... Read Post

Influence leads to sales. But the real measure of your influence is determined by how your customers behave after the sale. Read Post

Two weeks past Christmas, people are still lined up at the service desk to return that thoughtful gift from Aunt Betty. The oversized shirt. The ugly sweater. The kitchen gadget that hasn’t seen daylight since being packed in China last August. Each year we’re enlightened with new insight about which gifts not to give. According ... Read Post

We cannot control the economic climate in which we find ourselves. We can, however, face up to it and make the most of it. Ten years ago offering a prospect the opportunity to save 10 percent might have been enough to close it. Today, though, a mere 10 percent isn’t worth the time and risk ... Read Post

It just popped up in your email, the message from the hotel where you recently stayed. They’re looking for your feedback through their survey and they’re asking for your satisfaction ratings in some very important categories they’ve chosen – food quality, staff friendliness, room cleanliness, shower cap durability, etc. An interesting list, but your room ... Read Post

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, ... Read Post

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 ... Read Post