Every sports team practices. Not just the pros. College, high school, pee-wee, shoot I remember my Pony League baseball team practicing when I was five years old. Add to this the fact that many, if not most, professionals practice. Would you want a heart surgeon who hasn’t practiced on cadavers, and in many other ways, […]
Significantly Increase Sales by Practicing Read More »
A few days ago, I was watching an Ed Mylett interview featuring Ryan Serhant, a highly successful real estate agent in New York City. According to Ryan, a key factor in his success is reaching out to 15 new people daily. This resonated with a conversation I had two months ago with Rick Fingerman, a
Sales is a Contact Sport Read More »
Are salespeople born or made? This is a question that comes up from time to time and, for some reason, has been coming up in my conversations a lot lately. It’s the old nature versus nurture. While most people are open-minded to both arguments, I’ve recently run into some people who are adamant about the
Are salespeople born or made? Read More »
A few months ago my article was centered around the number one sales success factor: hard work. Again, that assumes you have at least average intelligence and work on the right things. This month I’ll discuss the second most important sales success factor: self-discipline. Self-discipline is important because it ensures that you do the hard
The Second Sales Success Factor Read More »
Recently someone asked me how they can become the absolute best salesperson possible. This question caused me to go back and look at my 35-year sales journey in which I became a number one sales rep in three industries during my sales career and number one in two more during my sales training career when
How to be the Top Sales Rep in Your Industry Read More »
I’m writing this on Monday, January 2, 2023. Because January 1st was on a Sunday, most businesses are closed today to give employees an “official” day off from work. The closed companies include most of the ones I do sales training for. That makes this a perfect day to test the sales reps I train,
The “Timing” Excuse that Kills Sales and Business Read More »
When I started my sales training business I used to speak to some sales groups for free. Two days before one of those speeches I got an e-mail from the sales manager saying that the salespeople wanted to spend the time in their next sales meeting learning how to use a new software program versus
Has selling changed? Will the latest tech and approaches help? Read More »
I belong to a workout group called Battle Ready. Basically, it’s everything you want to know about working out, weight management, etc. It’s run by Erin Alejandrino. We have a couple of group calls every week, and a recent one: ‘Why Your Results Suck’, tied into sales. The first five reasons for bad results in
Why Your Sales Numbers Aren’t Good Read More »
No matter the industry or organization, they all seem to have a historically slow time of year, the summer and holidays are usually the biggest. In addition, changes in the economy, the market or industry, pandemics, and supply-chain issues can also lead to slow sales. That said, there are some things you can do about
Avoid Summer, and other Sales Slumps Read More »
Sales success simply boils down to talking to enough of the right people the right way. The right people are people who have a need or desire for what you have, they have the ability to make a decision on what you have, and they have the means to invest in what you have. Speaking
The Four Biggest Enemies of Sales Success and What to Do Read More »
Have you ever thought about incorporating a sales trainer that can coach and motivate you? Do you think a sales trainer might be the missing piece of the puzzle in your sales journey? If you’ve thought so, then help is right here.
