Leadership is an Art as well as a practice and a science. Determining the mixture of how much Art to use vs. how much Science to utilize is a crucial decision in successful leadership. With all the different styles of … Continued
The marketplace is constantly changing — there’s no doubt about that! With the growing emergence of companies who believe that they can provide services or products better than the next guy, it’s more challenging than ever to attract and retain … Continued
Imagine walking into a room full of people and everyone in the room speaks a different language. There is a chance a few people in the room may speak the same language as you, but for the most part you … Continued
How many of you have heard the old saying “We are going to lose money on every sale, but we will make it up in volume”. Surprisingly this is the case more often than many of us would like to … Continued
Over many years in the sales profession I have heard from many people about why they “could not be in sales” One of the main reasons I have heard over the years is “I cannot be high pressure”. Most often … Continued
Would it surprise you to know that, during a typical sales presentation, 7% of the message coming back to you from your prospect is in the form of words? Would you be shocked to hear that 38% of the message … Continued
Many of you will laugh. What follows may seem so elementary and so simple one might wonder why would a salesperson ever do any of these. The fact is I have seen experienced sales professionals make these mistakes at some … Continued
If you have been following along with my posts you know we are moving into the home stretch here. Its getting close to Closing the Sale. Now is not the time to rush into Closing. Now is the time to … Continued
If you have spent more than a day selling you have heard an objection to the product or service, you are offering. The great part about hearing objections is it means your prospect is actually listening to you. So, learning … Continued
As a business owner, you’ve probably come to realize that you can’t do it all yourself. Even if your business started out as a one-man show, customer demand may require you to expand your team. There are several routes you … Continued