Sales & Motivation

Sales isn’t rocket science. Millions of successful salespeople have left clues about how to do it right.

81% of sales and appointments are made after the fourth contact. 80% of salespeople never make it to the fourth contact. Most salespeople give up way too quickly. And it’s usually with a plethora of excuses and stories they make up about why someone isn’t getting back to them. “They probably don’t want to hear

Last month my article was on motivation when it comes to selling. This month we’re digging into another psychological aspect that once you understand it, you may find it easier to make prospecting calls, do other difficult parts of the job, and maybe even make some significant changes in your life. Here are some facts

Recently I was in a sales meeting in which the owner of the company passed out an article on habits. We discussed good sales habits, how to acquire them, and what kind of habits it ultimately takes to be successful in sales. What was interesting was that we didn’t have any ah-ha moments or unearth

Last week I was talking with a friend of mine who owns a business and he repeated something I’ve been hearing from a lot of business owners in 2020. He said, “Every year around my insurance expiration date I have anywhere from three to six insurance agents, in addition to my current agent, show up

How have the events of 2020 affected sales and selling?

Being average in sales is not difficult. The truth is, 80 to 95% of the salespeople in any organization are somewhere between average and bad. If you want to be great and make the big money, while having the biggest positive impact on clients’ lives, and your own, here’s what you need to do. Have

Are you struggling to increase sales? Struggling to build your business? If so, what are you doing about it? Being successful in sales is pretty easy. You know the roadmap. Assuming you have the basic foundation of liking people and having people skills, now you simply need to learn sales skills, some marketing skills, communication

The recent pandemic is a possible threat to your sales career but probably not for the reason you think. If you’ve read my articles in the past, you know that I attribute sales success and failure primarily to activity level. If you make enough calls to talk to enough qualified prospects, and you have at

From the title, you might think this article is about networking on the golf course and having a successful business. It’s not. It actually refers to something I heard Phil Mickelson say on a recent podcast by Ed Mylett. Ed asked Phil the difference between the top golfers in the world that play on the