Tips To Being A Better Negotiator!

  To become a professional salesperson you must be an excellent negotiator; one that helps your buyer achieve their goals while maintaining the integrity and profitability of your product and/or company.  Anyone can “give” their product or service away—that takes no skill or ability. In order to rise to the top of your industry and profession, you’ve got to be …

Time Management: Give Me 10 Minutes

Would you like to add an entire week to your year without giving up any vacation time? It’s possible. But, you have to make a commitment to make it happen. Time management is a learned skill and it’s true you cannot manage time only what you do with it. Give me ten minutes—and I’ll give you a week. That’s right. …

Tales From The Field: Kevin B.

Everyone is looking for ways to increase their sales today. Perhaps one of the most overlooked ways is to increase the amount of your product your customer’s sell. Common sense tells us they are only going to buy (from you) as much as they sell (to their customers). So, how can you do this? If you’re in retail sales, take …

Ask Questions: It’s OK if You Don’t Know

Ask Questions: It’s OK if You Don’t Know Many times when I’m holding a training session or a workshop I’ll get that feeling that someone is wanting to ask a question, but they’re afraid of how they’ll sound or that it’ll be the proverbial dumb question. It’s hard to describe, but the feeling is almost palpable. There is a question …

Sometimes You Gotta Be A Little Bit Crazy!

Sometimes You Gotta Be A Little Bit Crazy One of the biggest challenges for businesses and salespeople today is to differentiate; to stand out—to be memorable. With products and services so evenly matched on pricing, terms and other buyer’s criteria, what are you doing to be “the one”? Go Crazy Several years ago I was Vice President of Sales for …

How YOU Can Overcome Price Objections!

One of the most-asked questions during my training sessions is how to overcome price objections. Though that’s a very open-ended question, there is an answer to it—one that most salespeople can learn and apply. The key is to use this formula consistently and naturally (don’t sound canned). First, you must determine if it is truly an objection or just a …

Hello, Monday!

Yes, it’s Monday. And no, there’s nothing you can do about it. Now that we’ve gotten that out of the way, why not make a habit of making today one of your favorite days of the week? A day when you can really get things accomplished and be productive? A day when you can be a Difference Maker! Too many …

If You’re As Good As You’re Going To Be, Life Is As Good As It’s Going To Get!

“Excellent firms don’t believe in excellence – only in constant improvement and constant change.” ~Tom Peters When I speak to groups I’ll often I use the line, “If you’re as good as you’re going to be, life is as good as it’s going to get.” Many times I make them repeat it and really let it sink in. Take some …

Reading Good Books? Read It Again!

    What’s your favorite business or sales book? If you’re like me, you probably have more than one. There are some that greatly influenced me early in my career, there are those that I’ve read recently that I really enjoy and there are those that seem to be ones that I think about on a regular basis. Reading good …

Goal Setting For Success

I am continuously amazed at the sales people that I meet and work with that do not have their goals committed to writing. And, I honestly don’t know why. It’s not like hard work or difficult to do. One simply has to take time to do it. If you don’t have your goals IN WRITING, do yourself a favor: try …