Most everyone has heard the expression that patience is a virtue. Through the years when someone asks me to describe the major difference between A Players (superior) and B/C Players (average) salespeople in one word, my response: Patience. Mistakes sellers make stem from their impatience Once goals or problems are shared, many sellers immediately try to rescue ...
There has been so much published about “closing the sale.” Specifically, about WHEN to close the sale. I don’t even use that term anymore because its name alone gives the wrong impression about how it’s done! “Close” gives the impression that it’s conducted at the end of the sales process. When really, closing the sale ...
As a sales leader, you live and die by your results. No doubt, you experience intense frustration when members of your team don’t seem to get it. Equally frustrating are the salespeople that are so focused on their numbers they turn customers and prospects off. What is the key to building a team that is ...
Sales Managers must not only focus on recruiting, training, coaching and exceeding sales quota but stimulating their sales teams as well. I have written often on the mental side of sales management and need for the leader to emotionally motivate their teams to believe in themselves, their product/service and organization. Using sales contests or what ...
Trade has many benefits—to economies, to families, to individuals. It provides jobs, it provides incomes, it provides life to a culture and society. I think we can all agree that trade is a highly beneficial activity. But it has a far more significant role than you might at first think. Keeping Peace It’s not just ...
It’s not one thing. There’s no Hail Mary pass or silver bullet that will vault you from an average salesperson into a mind blowing success with results that stagger the imagination. But these 20 things worked for me. And they will work for you if you give them an honest try. Take a long term ...
For centuries, when someone talked about unicorns, everyone knew they were talking about a mythical creature that populated fairy tales. In the last few years, though, investors have jumped all over unicorns as real entities—in this case, startups that were worth $1 billion or more. But as has been noted in a recent Wall Street ...
So you have closed that sale… Congratulations are in order!!! So you may be asking yourself, now what do I do? Is that it? Is there more? Well this is a tricky question, because it really depends on what your ultimate goals are and what type of product you are selling. If the product is ...
