A Patient Approach to Sales Presentations

A Patient Approach to Sales Presentations

by | Feb 23, 2024 | Sales Motiviation

I talk a great deal about prospecting and closing deals, but there’s something in the middle of the process that’s also quite important: the time when you make your pitch and state your case. After contacting cold prospects, and dealing with your fair share of...
Make Smarter People Part of Your Career

Make Smarter People Part of Your Career

by | Feb 16, 2024 | Sales Motiviation

You have probably heard the saying, “To be successful, surround yourself with people who are smarter than you are.” It’s good advice especially for sales professionals. Surround yourself with top-notch people. Leadership guru Jim Rohn famously said, “You are the...
When All Else Fails, Default to Action!

When All Else Fails, Default to Action!

by | Jan 26, 2024 | Sales Motiviation

I met with a friend this week, who told me about a saying one company uses to keep people focused on success: “Default to action.” Do you ever find yourself paralyzed with indecision? Sometimes we get so busy that we don’t know what to do first. “Default to action”...
Managing the Emotional Side of Sales

Managing the Emotional Side of Sales

by | Mar 17, 2023 | Sales Motiviation

During sales training sessions, we tend to focus on “hard skills,” critically important things like prospecting, qualifying, overcoming objections and closing techniques. But there are many “soft skills” that help you become a top producer, and one of those is...
How to Promote Your Brand Tastefully

How to Promote Your Brand Tastefully

by | Mar 3, 2023 | Sales Motiviation

It’s a story as old as Hollywood – a teenage movie star eventually turns into a washed-up drug addict with a collection of orange-jumpsuit photos. It’s also a story as old as professional sports – a star athlete is arrested for punching an autograph-seeker in the...