By far the biggest reason salespeople fail is because they don’t make enough calls, to talk to enough people, to get enough prospects, in order to make the necessary sales. There are two causes for this, one: not putting in the hours necessary, and two: call reluctance. While the first one is a problem and […]
Overcoming the Salesperson’s Biggest Obstacle: Call Reluctance Read More »
Warning: if you’re looking for a short cut or easy way to your best year, you probably won’t like this article. What I have to say is not what the majority of the population wants to hear. That said, it is what you need to hear if you what to have your best year in
Have your Best Sales Year in 2019 Read More »
We know there are many character traits that determine long-term sales success or failure. That said, I find there are two key traits that really separate the cream of the crop from everyone else. Two key traits of top-producers Trait #1: Extreme OwnershipThe most successful salespeople take complete ownership of everything in their life, and
The Two Most Important Character Traits of Successful Salespeople Read More »
All of us have heard, pretty much since week one of our sales careers… don’t take sales rejection personally. You know the mantra: “They’re not rejecting you, they’re rejecting your product or service.” I have to admit, I agreed with that for my entire 31-year sales career until a recent experience changed my mind. About
Why You Should Take Sales Rejection Personally Read More »
In a recent article by friend and colleague John Brubaker (CoachBru.com), he stated that, “According to a U.S. Department of Commerce research study, in the first five years of a business the survival rate for independent small businesses is less than 20% but the survival rate for franchises is 95%.” He continues: “…it isn’t so
A Reason Why Many Salespeople Fail and How to Avoid It Read More »
Here’s the scenario: You’ve just hired a new sales rep. He seemed perfect. He did great on the sales personality test, he had all the right answers, and everyone liked him. He told you he’d be the hardest worker in the office. Two weeks in you notice he’s a few minutes late half the time,
Are Your Salespeople Happy Just Getting By? Read More »
After 9 months of working with John Chapin I doubled my monthly income. This is significant considering I’ve been in the insurance industry for over 48 years and thought I knew all there was to know. – John Brisbois – part-owner Sullivan Group If you’re looking for similar sales results, I’m doing a seminar: Double
Insurance agent with 48 years’ experience doubles income in 9 months. Read More »
It happened again two weeks ago. I met with someone struggling to get their business going. One of the first questions I asked, and always ask: “What are you doing to bring in revenue (sell something)?” “I have a display at the local Walmart, and I belong to five Chambers of Commerce.” “And how long
The Four Ingredients Needed for Sales and Business Success Read More »
Over the past week I’ve been inundated with e-mails for webinars, classes, and courses telling me that sales and business building is easy. They claim that you don’t have to work hard, just listen to the webinar and you’ll get the magic bullet to working a fraction of the hours you’re currently working while closing
Follow the tried-and-true path to sales success – Avoid Sales Gimmicks Read More »
I was recently speaking with an extremely successful executive (he asked to remain anonymous) who is known for being able to walk into an organization, clear away all the clutter and b.s., and make them extremely successful. He boiled his process down to four keys which can also be applied to successful selling. Four keys
Four Keys To Massive Sales Success Read More »
Have you ever thought about incorporating a sales trainer that can coach and motivate you? Do you think a sales trainer might be the missing piece of the puzzle in your sales journey? If you’ve thought so, then help is right here.
