Overcoming Sales Objections

Overcoming Sales Objections

Most sales pros don’t like dealing with objections, and there are several reasons why. Some objections come across like rejections, and that simply doesn’t feel good. Most of us fear rejection at some level. Other objections could signal that we’ll lose the deal, and...
The Holiday-Bookended Week to Come

The Holiday-Bookended Week to Come

Some years I take a vacation. Other years I stay home. Either way, the week between Christmas Day and New Year’s Day is one of my favorites of the year. There are all sorts of fun things to do that week, but it’s also kind of relaxing. The rush of holiday shopping is...
Goals: Tracking Commission Progress

Goals: Tracking Commission Progress

I have delivered three goal-setting workshops for sales teams this week alone. I talk a lot about goals this time of year, because goal-setting is essential for sales success. But there’s one thing you must do after setting your annual goals to make success possible:...
Prospecting is the Lifeblood of Sales

Prospecting is the Lifeblood of Sales

Prospecting is the lifeblood of sales and is generally the most important thing a sales professional does. Success or failure in sales can usually be traced back, one way or another, back to prospecting. Given how important prospecting is to sales success, I tend to...
Aim Above the Mark to Hit the Mark

Aim Above the Mark to Hit the Mark

Now that November has arrived, it’s time to start thinking about next year. We will likely experience some economic adversity in 2023, but there’s a good chance you’ll thrive next year if you have the right approach. It’s time to start planning for your production in...
Be Right Now!

Be Right Now!

NOTE FROM JEFF – We received some good economic news this week: 3rd quarter GDP actually grew after shrinking in the 1st and 2nd quarters. Nevertheless, many economists are worried about next year. In preparation for what appears to be coming, my friend and colleague...