Prescribing Your Products To Prospects

Prescribing Your Products To Prospects

How often do you get into a sales conversation and not close? It’s been my experience that often times, with an ethical salesman, lack of closing comes from lack of ability to fill the need of the prospect with your products or services.  When I first got...
Three Ways To Step Up Your Negotiation Game

Three Ways To Step Up Your Negotiation Game

The art of negotiation is not to be taken lightly. Matter of fact, if you do take it lightly, you’ll end up short of money. When you’re in sales, you’re always looking to maximize the commissions you can earn. Being a bad negotiator puts those commissions in jeopardy....
How To Keep The SUC[k] Out of Success

How To Keep The SUC[k] Out of Success

Being successful is not always what it’s cracked up to be. We all want it, but when it shows up, it often means more work and less freedom. After all, when more work shows up, that means more work shows up. Often times in the form of more hours spent on your...
8 Ways To Quickly Talk Your Way Out of Potential Laydown Sales

8 Ways To Quickly Talk Your Way Out of Potential Laydown Sales

How many times have you been standing next to a salesman who talked too much, confused the prospect and lost the sale? I must have seen this happen 100s of times. I’ve even been on sales appointments where the person I was with couldn’t shut up and blew...