Sales Prospecting: Your Own Top Ten List!

Sales Prospecting: Your Own Top Ten List How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale?  Sales prospecting is a learned skill and you’re in luck! By using The Power of Ten TOP TEN list, you can increase the success of your prospecting efforts. David Letterman has made …

When Bad Things Happen To GREAT Salespeople!

If you or your company makes no mistakes, you can skip this today’s blog.  OK, now that we’ve gotten that out of the way, let’s get down to some ways to turn mistakes and errors into positive, profitable opportunities for you and your career in sales. Because there are times when bad things happen to great salespeople. Let’s face it: …

Preparing To Sell

We all know the Boy Scout’s Motto is Be Prepared. But, that could easily be the Professional Salesperson’s Motto, as well. One of the most productive things you can do with your time is to spend it preparing to sell because you are preparing to succeed. The most productive thing a salesperson can do with down time is prepare to sell.~Butch Bellah …

Three Sales Tips For More Referrals

As a professional salesperson, referrals can and should be the lifeblood of your business. Look at any industry and I can guarantee you the top 1% work almost exclusively by referral—they don’t leave their business and livelihood to chance. So, how do you get more referrals? How do you grow your business to where customers are asking for YOU and not …

Working With Your Manager To Close More Sales

In my career I’ve heard a lot of theories on why many times the “new guy” outperforms the seasoned veterans in sales. I’ve heard everything from “Just beginner’s luck” to “He doesn’t know any better”. Really? “He doesn’t know any better?” Any better than what? To sell? Please. Personally, I believe the main reason new salespeople come out of the …

Are You Driving Customers Away?

A lot is written about dressing for success—and we’ll cover that one day here, too. But today I want to talk about your vehicle or your company’s fleet of vehicles. Because their condition or lack thereof, you could literally be driving customers away. Strictly from a maintenance cost standpoint, keeping your fleet of trucks or vehicles neat, clean and in …

The KEY To Sales Success!

Friends, today is your lucky day! Yes. For today, I am going to give you the one secret—the one key—the missing link, if you will—to sales success. I am going to share with you something that men have searched for decades for. Many have written books pondering the difference between the “average salesperson” and those who experience and extraordinary amount …

Real Salespeople: Karen V.

In this week’s installment of Real Salespeople Doing Real Well we’re meeting Karen V. from just outside Philadelphia, PA. Karen is a retail salesperson and specializes in Women’s Wear including clothing and accessories. According to her manager, Karen is the epitome of a professional in how she approaches her job each day with the right attitude and is constantly learning …

Sales Tips: Going Green? Does Your Pen Matter?

Sales Tips: Going Green? Does Your Pen Matter? Years ago I had a Sales Manager who required me and the rest of the sales department to write in green ink when dealing with a customer. His rationale? Green means go, it signifies money, it infers movement. Other colors he considered neutral and red? Well it was a huge NO-NO! These are …

SINGING…UH, SELLING IN THE RAIN!

  Selling In The Rain As many of you know, I live in South Louisiana. This past Monday our area received 12-15 inches of rain in about a four-hour period. It was coming down in buckets and needless to say created some severe flash flooding. Luckily, as far as I’ve heard there have been no casualties just a lot of …