Separating the Best from the Rest

Given the exact same number and quality of leads, what separates the sales reps who close the most deals, from the lesser-performing reps? Listen up.  Here are three essential things that will separate a salesperson from 90% of the competition: Shut up. If you are speaking with a prospect, never talk when they are talking. Even if they … Read more

The Sales Slump

It happens.  You’re flying high closing multiple deals every month or quarter and then, wham.  Nothing.  Goose egg.  Not one sale.  What happened?  Well, the obvious first place to look is at yourself. Review your processes. Doing anything different? Listen to your calls if you record them. Have you been prospecting enough to keep your … Read more

I Don’t Sell Anything

It’s true. I have never grabbed someone’s hand, or keyboard, and made them authorize a sale.  They do that all on their own.  And therein lies the art of sales.  Your prospect must believe it is in their best interest to purchase your product and approve whatever order form or contract you have given them. … Read more

A Delicate Balance.

Over the years, my view of bringing in customers on a monthly or quarterly basis, and how it affects customer satisfaction, have evolved.  I’ve had the opportunity to look at delivering sales results from both the sales rep’s and sales manager’s point of view. The sales rep wants to grow his/her income, be the top … Read more