Passion is No Ordinary Word: Channeling the sales professional in every entrepreneur
As a sales trainer, I work with people from all walks of life who share a common goal—they want to learn how to emulate the success enjoyed by the top-ten …
Pipeline Reviews: Asking tough questions to close more business
Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in …
Pop the Question
If closing profitable business, building long term relationships and lasting competitive advantage is what you hope to achieve in sales, then you need to develop closing techniques that don’t leave …
Preaching to the Converted: They say they’re interested, but they’re not buying. It’s time to turn your sales contact into a coach
We all get bogged down by slow-moving deals. But few things are more frustrating – or time-wasting – than a sale that stalls despite the enthusiastic assurances of your client …
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 …
