As we enter into 2019 I look back at what happened in 2018. Lots of sales for most, lots of quotes for many and opportunities that are even overlapping into the new year. Many organizations have shared with me over the last several weeks that they really never felt a slow-down entering the holiday and even into the new year. From a sales perspective, some experts believe that we will […]
Goal Setting Tips is a video sales tip that will provide you with the resources you need to help plan your goals for the new year. These tips will help to ensure that you are setting goals that are attainable and reachable for your sales success.
Most people I’ve met through the years who sell, arrived in sales by accident. In other words, the position was simply open, someone suggested they try it or they were experienced and knowledgeable about a field and thought it was a logical next step. Whatever the reason, most people that got into sales had little or no formal sales training before they started the role as a profession. Some may […]
Get tips on how to get out of your comfort zone and your own way. It’s time to go across those comfort zones that we all fear.
You see it every day. Ask someone how they’re doing. The most common answer, “I’m doing OK”. OK? Just OK? Ask another individual how their sales, their relationships, or their progress towards a goal is going. Their typical reply, “I’m doing OK”. The fact is, most individuals aren’t shooting high enough, settle for mediocrity and are “OK” with where they are at in business and in life. They don’t put […]
It’s that time of year again. The dog days of summer. The kids are back to school and despite the nice summer, it’s time to get back at prospecting. Although some prospect regularly, it is a good time, at ¾ of through the year, to think about what’s next for your prospecting efforts. If you think of the timing, your customers want to finish strong as well. And, as we […]
Through the years, the art and science of selling has dramatically changed. Over the last decade, or even the last five years, the way we sell has changed exponentially. How many of you, even five years ago, did not have your cell phone printed on your business cards? Many. Five years ago, how appropriate was it to call a brand-new prospect’s cell phone or even send them a text? Not […]
Whenever I’ve trained a group of people on prospecting I’ll ask, “With a show of hands, how many of you think you prospect enough?” It is not unusual, even in large groups, for not one hand to go up. During one such event there was one man, way in the back, that held his hand high. I asked, “Oh, you sir? You believe that you prospect enough?” His reply, “No, […]
This article is about closing more business, growing your revenue and making more money at what you do. Let’s be honest, sales is not an easy profession. There is rejection, uncertainty and even failure. However, when you succeed, when the prospect and you see eye to eye, when it is a fit, it is a wonderful thing.
In order to achieve more in sales, we have to realize that it is […]
Although I’ve only met a few of them, when I think of a Navy SEAL I think of someone who is disciplined, well-trained, resilient, mentally tough, confident and clear about his purpose. Not only are these critical character make-ups of a Navy SEAL, we can learn much from them in terms of how we run our businesses or sell for our organizations. Today’s article will discuss how we can use […]
This is an article that I’ve never written. Frankly, it’s hard to write it without sounding self-serving. After all, how does one suggest the very services that he provides without sounding that way? However, recent experiences outside of the industry have me compelled to do so in this article, strictly to help. Let me say that again, this is not meant to be a self-serving article or a self-promotion piece. […]
When it comes to the current economy, most individuals and companies are doing extraordinary. In fact, if you’re not doing well right now, it could be that you either aren’t in the right business or aren’t doing something right. From a sales perspective, it may be time to ask this question: What is the number one activity that you don’t do when you’re busy? If you said, “prospect for new […]
In our training center, we work on all sorts of things to help people become more successful. One thing we work on often is changing habits. Helping people to start or stop a new habit that will allow them to be more successful is something we work on daily here. In sales, there are many habits that we should “stop”. Why stop them? Because, oftentimes, unbeknownst to the salesperson, they […]
In the previous article (The 5 Golden Rules For Goal-Setting), I discussed taking action in order to achieve your goals for the year. Now that we have that established, hopefully, you have a list of items to attack in the new year, one of them being prospecting. Prospecting is the heart and soul of all sales organizations. If you rely on sales to make a living or grow your business, […]
When you begin to approach the end of the year, it becomes important to start thinking more about our goals for next year. It is equally important to look back and think about what went well, what didn’t go so well and what we want to do differently next year. It’s been my experience that goal-setting is a foreign subject to many. Many will think about setting goals, maybe even […]