Is your manager a great sales manager? Business scorecards are useful to improve performance. These scorecards set the criteria that are important to determine success in business. You may intuitively know that you work for a great sales manager. Here’s what you can evaluate if you want to be sure that you do. You’re paid … [Read more...]
What Not to Do In Sales
Here's what's not to do if you're in sales. You might have seen some magazines for both men and women where editors select fashions and put some in a category of do and others in a category of don’t. When you want to be fashion forward you have to be sure that you stay far away from any styles that appear in the don’t column. What about … [Read more...]
Millennials? Avoid Misconceptions at Work.
. Twenty somethings and thirty somethings, welcome to the world of work! Let me correct some misconceptions you might have about work before they have any negative consequences for your career and your selling. You are there to work. Some offices look more like an entertainment playground than they do a place that’s designed for people to conduct business and … [Read more...]
Group Sales Presentation? Make the Sale.
Are you prepared to deliver a group sales presentation? What’s your plan when you are part of a group making a sales presentation? You do have a plan, don’t you? Your first mistake is thinking that your presentation is just like any other individual presentation. It’s not. Here’s how you can make a successful group presentation the next … [Read more...]
New to Sales? Here’s How to Jump Start Your Selling.
What's the secret of sales success when you're new to sales? Wouldn’t it be great to learn the secrets of successful selling just as you begin your sales career? You would save the time from making mistakes and you would avoid the disappointment from your failures. Yet, it’s not realistic to expect that there are a few key secrets that make salespeople … [Read more...]
Fear Isn’t A Good Sales Strategy
Fear isn't a good sales strategy. Some people are afraid of their own shadow. They have a lot of fears if they’re in sales. They are afraid of their competitors. They’re afraid of failing. Fear is the wrong emotion to have when you sell. I want you to be able to get past fear and sell more successfully. I’m afraid if we share … [Read more...]
How to make sales look easy: Sell & Win Like Mikaela Shiffrin
Skiing and sales success have a lot in common. I’ve written about the amazing Michaela Shiffrin before. She’s the exciting alpine skier who has achieved spectacular results. She’s won the World Cup overall title three times. She has 56 World Cup individual victories and three Olympic medals. Two of those are gold. She’s the best in the … [Read more...]
Stop wasting your time at meetings (sales or otherwise)
How do you ensure that your meetings are productive? You probably hate meetings if you’re like most people. When you ask people about meetings they say that meetings are a waste of time. But what about your selling? Your sales calls are meetings and you certainly don’t think selling your products or services is a waste of time, right? Sales … [Read more...]
Some Solid Advice to Avoid a Few Sales Mistakes
What advice will help you sell more? The benefit of listening to some people is that they steer you away from making avoidable mistakes. If you find yourself saying, “I would have liked to know that before I made that mistake,” here are some things you might want to think about. Endless negotiations are costing you profits. One very smart salesman once told … [Read more...]
Sales Warrior: Can You Win The Sale?
Are you ready to win the sale? Any soldier prepares for battle so he has some chance of survival. Have you ever noticed that sometimes it feels like a battle in the world of sales? It’s the sales warriors who prepare as they go into the marketplace that have any chance to win the sale. Here’s what you can do to win the sale. Forget about … [Read more...]