When I coach salespeople, consult with companies and speak at conferences, I’ll often ask, “Who is your market?” Nine times out of ten, the answer I get back is “Everyone.” Wrong answer! No company can market …
Sales Lessons from Wimbledon
At the 2010 Wimbledon tennis tournament, American John Isner and Frenchman Nicolas Mahut played the longest tennis match in history. Over the course of an exhausting eleven hours and five minutes—spread across an …
Eight Ways to Improve Your Presentation Skills
Great presentation skills are a powerful asset for a salesperson. Lousy presentation skills are a serious liability. Even if you have the best product, service, delivery, warranty and price, a poor sales presentation can …
Continue Reading about Eight Ways to Improve Your Presentation Skills →
Are You Trying to Sell Too Much?
“If eighty percent of your sales come from twenty percent of all of your items, just carry those twenty percent.” —Henry Kissinger I got a flier in the mail for a local restaurant that I’m probably never going to visit. …
Anger Management and Sales Management
I was reading an interview with chef Brian Laird of Denver's Barolo Grill, in which he said something very revealing. When asked to relate the hardest lesson he’s learned, Laird replied: “My temper and stubbornness is …
Continue Reading about Anger Management and Sales Management →
Ten Ways to Become a Better Salesperson
1. Read a book on a subject related to sales every month. 2. Ask your prospects more questions. 3. Understand not just what your product or service does, but how it benefits your buyer. 4. Regularly read at least …
Continue Reading about Ten Ways to Become a Better Salesperson →
