Sales & Motivation

These days I hear many excuses for salespeople losing customers. The most prevalent excuse by far is price. “The other company had a better price. There was nothing I could do.” While price is always a factor, very rarely is it the main consideration when considering a switch, the best estimates put the percentage at […]

Getting the most out of your sales team will most likely take some work and effort. That said, here’s a fairly straight-forward, step-by-step process that will maximize team sales and performance.   Five Steps to Maximum Sales Team Performance   Step 1: Remove the roadblocks. Roadblocks include: paperwork, computer work, order entry, and all the

The biggest issue I see with salespeople, by far, is a lack of confidence. While most salespeople deal with this in quiet desperation, there are also the loud ego-maniacs who, while seeming to have too much confidence, in reality also don’t have enough and are simply overcompensating. This lack of confidence and belief leads to

The following three factors are critical to success in business and sales and if you have these in place, your success is virtually guaranteed.   The three key business and sales success factors   Factor #1: Mindset Mindset is the most important element because with it, the other two will naturally follow. The most important

  Another Belmont Stakes has come and gone and another Triple-Crown contender has come and gone with no Triple Crown. Every June, when the Belmont Stakes rolls around, I’m reminded of perhaps the most famous horse ever and winner of the Triple-Crown back in 1973, Secretariat. If you haven’t seen the 2010 movie Secretariat, you

  Before you can sell or influence anyone, you have to make a positive connection so they like and trust you. Here are some keys to connecting with anyone.   1) When in Rome… If you’ve ever visited a non-English speaking country, you undoubtedly tried to learn a few words or brought some sort of

Not to be cliché, but in reality most of life and business success is so simple that it borders on cliché. While the saying that “90% of success is just showing up” is true, there’s a lot behind that 90%. First, most people won’t do the hard work necessary to show up where and when

We’re well more than a month into 2014. How’s it going so far? How are you doing with your New Year’s Resolutions if you made any? Are you on track to achieve your personal and professional goals this year? If you’re not on track, these ideas will get you on track and caught up. If

We all have the same amount of time in a day – 24 hours. So why do some people seem to get a week’s worth of work done in a day, while others get a day’s worth of work done in a week? More often than not, the amount of work people get done during

In a recent survey, customers said that the #1 reason they do business with a particular company is because of a relationship with someone within that company. The same survey also showed that 97% of customers did business with a particular salesperson because they liked and trusted that person. Thus, as salespeople, having a strong