Are salespeople born or made? This is a question that comes up from time to time and, for some reason, has been coming up in my conversations a lot lately. It’s the old nature versus nurture. While most people are open-minded to both arguments, I’ve recently run into some people who are adamant about the […]
Are salespeople born or made? Read More »
Recently someone asked me how they can become the absolute best salesperson possible. This question caused me to go back and look at my 35-year sales journey in which I became a number one sales rep in three industries during my sales career and number one in two more during my sales training career when
How to be the Top Sales Rep in Your Industry Read More »
This week’s quote that prompted this article, “I like doing deliveries. I look at that as end-to-end sales. I sell it, make sure everything goes smoothly and then finally I deliver it and make sure they’re happy.” On the surface, it sounds good, right? I mean that makes sense except for one thing: the definition
Is Service Part of Selling? Read More »
This week price has been coming up a lot on my coaching calls with sales reps but there was one comment in particular that compelled me to write this article. In a story related to a sale he made last week, a rep said, “I told the guy, ‘Look, you just tell me where the
How Important is Price when Selling? Read More »
It amazes me how many salespeople don’t have an annual sales plan. Of those that do, many just put it together once and barely, if ever, look at it again the rest of the year. We all know that people with written goals and a plan for their achievement, who focus on those goals continuously,
Putting Together an Annual Sales Plan 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.
