Jun 25, 2020
One of my clients recently mentioned to me that, when hiring prospective sales people, he looks for a “passion for sales” in their personality. The idea struck me. I had never really thought in those terms before. What is a ‘passion for sales?’ What does it look like? Is it really an indicator of a...
Jun 18, 2020
I am convinced that the process of continuously improving – not only professionally in the core competencies of a professional sales person, but also personally as well – is the ultimate success skill for our time.
Jun 11, 2020
Every salesperson must deal with customer objections. In this first of two, I reveal a technique that will make the process much easier.
Jun 4, 2020
Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, salespeople who don't close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as...