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In our last article in this series we posed the question of a salesperson finding their own meaning or having it forced on them. In this, my final post in this series, let’s look at the most vital factor in finding meaning. Altruism Meaning in life for a salesperson is tied directly to altruism: the ...

Thirty years of sales training experience have brought Robert Jolles to the point he an answer the most frequently asked question about sales: “Can anybody sell?”

We still hear that if you don’t apply closing techniques, there is no sale. But a more basic truth is, without a buyer there is no sale.

One day a corporate client asked me to coach a struggling salesperson named David. This surprised me because David was widely regarded as the most knowledgeable salesperson in the company. Watching David in action taught me a valuable lesson. Objections can come from two different levels. Salespeople must address them at their respective levels. The ...

In this Off the Cuff Instant Interview, we asked Deb Calvert for 3 types of Discover Questions sales could utilize right now.

You may or may not know this, but happy salespeople produce more sales. If you are able to tap into the secret of a salesperson’s happiness, you can better drive sales growth within your organization. . According to legend, a young John Lennon was once asked by his teacher what he wanted to be when ...

In every performer’s career there seems to come a time when then have a “slump.” It happens to golfers, baseball players–and yes, even the best of sales pros. How do you handle such a slump–a slow streak or sales drought? To answer this question, I took a look back to my time as a new ...

In our last article in this series we discussed the salesperson’s overcoming of social attitudes in order to find meaning in life. Now, let’s get more basic. In this post, let’s look at the 2 fundamental ways meaning in life–for salespeople or really anyone–can come about. It is crucially important to find meaning in your ...

The sales under-promise and over-deliver tactic is dishonest. And yet you constantly hear it as a sales tactic. People generally describe it as a means to manage client expectations, but it’s really a fear that the organization won’t be able to deliver precisely what the client wants, so the salesperson is forced to downplay the ...