Stop Swimming in Circles
Talking around the problem and beating around the bush will not solve the problem. You are at your most profitable when you diagnose the situation quickly and address it directly.
The Critical Way Buyers Have Changed | Sales Tips
Times have changed...and so have buyers. Here's what they're looking for today.
Pay Commissions...with Time?
Sales is stressful.You know, I know it...we all know it! Especially when commissions and bonuses are at stake, we all know the feeling of comparing our numbers to the sales target knowing we have limited time left to produce the expected results.
S.A.S.S (Stupid Ass Selling Systems)
A long time client of mine had their sales targets set by the board of directors in isolation of a market assessment or a discussion with the sales leaders.
Tangible Value is Only Half the Equation
Conventional wisdom says that sellers must communicating tangible value for your clients is order to keep them happy. But keeping them happy is not enough. To accelerate your sales, you must ensure they are satisfied and loyal…
The Secret to Getting Calls Returned | Sales Tips
Frustrated by the amount (or lack) of phone calls being returned? Tune in to this week's video sales tip.
2 Steps to Creating More Sales Success
Here are two things you can do to improve upon your current success:
This Skill Solves All Sales Problems | Sales Tips
If you want to create consistent sales results - you must have a sales team that is efficient at this skill type.
Five Steps To Negotiating Like An Expert
When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations?
Millennials: Not talking about this generation
Far too often these days, businesses are practically falling over themselves to attract Millennials to their sales teams, making compromises in all kinds of places where they shouldn’t. And I’m tired of it…
How the Best Sellers Treat Prospects | Sales Tips
I've noticed a real difference between how top performers and poor performers treat their buyers. I discuss the distinction between the two in this week's video sales tip!
Trust and Rapport...Not Enough?
Your prospects have to know, like and trust you to buy...right?For years, this was indeed the case. However, times have changed.
How to Get Results From Poor Performers
When you see a sales rep struggling month after month, and missing target after target, it's enough to make any sales leader uneasy.
The Fastest Way to Frustrate a Prospect | Sales Tips
Are your "standard procedures" disconnecting and disengaging your customers?
Million Dollar Maverick for Speakers
It was a pleasure to again talk to and gain Alan Weiss's valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry.
Airport Improvements - GTAA
Bravo to the GTAA and their partners for making an improvement to the passenger experience that is worth coming back for
My Week with Top Performers
I spent the week with two teams of top performing sales professionals this week. Although I suspect that some of them will fall out of that position before too long. Here are my observations:
Is Your Commission Plan the Problem?
Want to create and sustain a top-performing sales team and get the steady growth you need for your business? Rethink the relationship your sales team has with the money you pay them for what they do…