Price isn’t the Problem
"Is it possible that what we’re selling is just priced too high?" I hear that question a lot when troubleshooting sales issues for clients during my seminars and coaching sessions. …
Price, Price, Price!!! Six steps you can take to keep cut-rate competitors from stealing your customers
In the last article, we covered the top mistakes sales people make that can keep them from closing more business. Today, we’re going to take a closer look at an …
Putting the Social in Social Media
"The more I use social media the less social I become." That’s a quote from a conversation I overheard recently at the U.S. National Speakers’ Association… and it’s been on …
Ready Set Change
Last month, I was able to participate in one of my favorite pastimes: I went on vacation. Specifically to my favorite place – the beach! For many sales professionals, this …
Rethinking the Sales Process (Or how a guy named Fred helped me rethink the way I do business)
I am always happy when I read feedback from clients who share with me their stories of how they’ve turned their own sales records around after participating at one of …
Sales Falling Short? Nine Ways To Re-align your Sales Tactics: Part 1
Study after study has told us that only about 20% of all sales people are top performers, meaning they regularly close at least half of their qualified prospects. Similarly, about …
Score More Business! Nine Ways to Re-align Your Sales Tactics: Part 3
A client asked me recently whether sales results can be improved – and sales targets met – even in what some call a “soft economy.” The answer is an unqualified …
Secrets of the Top 10% – Part 2: Compassion in Sales
In the last issue of Engaging Ideas, I promised to share with you the secrets to success of countless top performers, and show you how you can use that knowledge …
Secrets of the Top 10% – Part I: Love What You Do
I’ve spent my life studying the attitudes, habits and behaviors of the top 10% of all sales people, to try to figure out what they think, what they do and …
Secrets of the Top 10% – Part III: Honesty Sells!
In last month’s Engaging Ideas, you’ll remember that we began discussing the second key secret of the Top 10% of sales performers: Compassion. We explored the power of reciprocity, the …
Secrets of the Top 10% – Part IV: Stay Focused!
Over the past three issues of Engaging Ideas, we’ve been discussing the habits of highly successful sales people – the top 10% of performers. You may have noticed that, over …
Secrets of the Top 10% – Part V: Get to Work!
Over the past two months, we’ve been taking an in-depth look at what I call the Secrets of highly successful sales people – those who consistently perform in the Top …
