If you want to know what it takes to be successful in sales, here are some habits that other successful salespeople have.  It seems to work for them.  Why not for you? 1.  They have a huge Rolodex. Selling is finding customers who need or want what you have to sell.  Successful salespeople find their customers differently than less successful salespeople.  I spoke with an … [Read more...]

Sales miracles do occur. In 1995, I was brought into a distributor’s account where they were having equipment problems. I planned to begin the sales call by discussing a product that could solve their problem. As I suggested the product and before I could go into any detail, my customer said, “Send me some.” I made the sale without discussing my product! A sales miracle had … [Read more...]

Great questioners make great salespeople. It’s especially true when salespeople ask questions that guide prospects to understand that they need to act now and buy. Unfortunately, not every prospect will become a great customer. There is a way to increase the likelihood of working with great customers. You can ask questions that uncover useful information about your prospects. … [Read more...]

While I work with many great sales professionals, I meet a lot of sales people who must find selling very frustrating. Making mistakes like these is why they find themselves missing sales goals and gritting their teeth. 1. They come to their sales calls unprepared. Why do some people think selling is a random event? It's not. Selling is the result of preparation where you … [Read more...]