Why Do Some Sales Professionals Fear the Close?

by | Oct 25, 2016 | Sales Motiviation

By Jeff Beals During a sales seminar last week, I asked the attendees a question: “What is your least favorite or most intimidating part of the sales process?” It’s a question I commonly ask sales professionals toward the beginning of a presentation. And regardless of...

Is Cross-Selling Actually a Bad Thing???

by | Oct 3, 2016 | Sales Motiviation

By Jeff Beals Thanks to widespread media coverage of the recent Wells Fargo fake-account scandal, the sales profession has a new villain. It’s called, “cross-selling.” And you might add another villain to the list: “Sales culture.” In Wells Fargo’s world,...

Do Storytellers Really Close More Deals?

by | Aug 10, 2016 | Sales Motiviation

By Jeff Beals As a person who has long believed in the power of storytelling, a recent Wall Street Journal headline caught my attention: “Why Good Storytellers Are Happier in Life and in Love.” In the article, writer Elizabeth Bernstein writes that since the dawn of...