What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that craftily leads the buyer toward the close. Others still would say a good question is the one that forces the buyer to agree with the seller, ... Read Post

Here is the next in my series on salesperson fitness. Of the three different types of fitness we’re addressing in this series (body, mind, spirit or soul), fitness of the body is the most visible. It’s what everyone immediately sees. In that a salesperson is presenting themselves and their products or services directly to someone ... Read Post

The communications revolution in which we’re engaged has has a profound impact on how salespeople achieve success. Buyers Are Now in Charge! Today buyers often completely pass up the the traditional selling model, instead accessing blogs, Facebook, Twitter, YouTube, LinkedIn and other web-based tools. They learn for themselves all about your offerings, as well as ... Read Post

In sales, a scorecard for your salespeople is an invaluable tool. Not only can the scorecard be used to clearly articulate the goals for each person, but also measure and evaluate his or her performance at any point in time. Performance metrics are about keeping score as the “game” is played. No matter what sport ... Read Post

Quota success can never be guaranteed, but here are 10 simple things sales can do to increase the odds of knocking the ball out of the park. Understand the strategy of the organization intimately. If you don’t know exactly and in detail what the strategic objectives are, your sales plan will lack the focus and ... Read Post

Within my speaking/training business, I always had a product mix to offer clients – books, audio and video programs, and assessments. I started offering paper-based assessments to clients in 1975. In 1996, when my Platinum Rule® book was released by Warner Books, I decided to create an online assessment for the sole purpose to sell ... Read Post

“A man (or woman) who is trained to his capacity will gain confidence. Confidence is contagious and so is lack of confidence — and a customer will recognize both.” This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should ... Read Post

Most sellers don’t want to think about their sales process. After all, it’s more ‘Art’ than ‘Science’, comes naturally and every sales situation is unique. Let the sales leaders think about it, the sellers just want to sell. So, what are the benefits of a Clearly Defined and Adhered to Sales Process? A baseline, representing ... Read Post