A couple of weeks ago I was approached to be included in a Sales Hall of Fame publication. The one thing they requested of me was a short video with my #1 sales tip that they could include on the website. #1 sales tip? ‘No problem’, was my first thought. Then, the more I thought […]
My Number One Sales Tip Read More »
There really is no debate that sales is in fact a numbers game. Here are some of the sales numbers you know about along with some others you may not. The obvious numbers The more people you talk to, the more business you will do. Even a blind pig finds corn. If you talk to
Sales by the Obvious, and Not-so-Obvious, Numbers Read More »
Most business etiquette is common sense. The following are some finer points: If someone tells you that you didn’t get the business, smile, find out why, thank the person for his or her time, make sure the door is open for the next opportunity, and exit courteously. Always allow the customer or prospect to decide
Business Etiquette for Salespeople – Some Finer Points Read More »
Ten Steps to Sales Greatness 1) Do what the top salespeople do. This is arguably the most obvious, most basic, and most important step to becoming a top salesperson. It’s simple: If you take the same actions as the top salespeople, you will eventually also be a top salesperson. If you do the same things
How to Become Great at Selling Read More »
If you’ve read many of my articles in the past, you’ve undoubtedly come across my statement that the biggest key to business-building and sales success is activity, or, more specifically, activity that leads to sales: prospecting, presenting, and closing. It’s simple, the more people you talk to, the more business you’ll do. Even a blind
The Most Important Questions to Ask when Building a Business Read More »
As the saying goes, “A house is only as strong as its foundation.” It takes a strong foundation to ensure sales success. Following are the six high-achievement ingredients necessary to build that strong foundation. The Six Ingredients Needed to Build a Solid Sales Foundation Ingredient 1 for high achievement: Be in sales for the right
The Foundation for Top Sales Achievement Read More »
Several important factors separate those who succeed in selling from those who fail. Although some of the following items are arguably more important than others, they are all critical to a salesperson’s success. When I talk about top salespeople, I’m referring to people who are not only great at the profession of selling, they are
The Difference between Success and Failure in Selling Read More »
In an article two months ago, I mentioned the five foundational personality qualities necessary for sales success: people skills, mental toughness, work ethic, attitude, and character (honesty and integrity). If someone is missing any one of these, they won’t make it in sales over the long haul. Of the five, I find that the one
Mental Toughness and Sales Success Read More »
I was recently speaking with a manager at a real estate office about what makes some agents successful and others unsuccessful. He told me, “John, I can sum up the difference between the successful agents and the unsuccessful agents with one quick example: during a major blizzard when everything is shut down and everyone is
Sales Success: Are you IN or are you OUT? Read More »
Recently I was speaking with an insurance agency owner about the lack of success of his two most recent hires. When I asked how many hours they were putting in, the answer was, “About 45 or 50 per week.” Keep in mind, these agents are in their 20s, are new to the industry and relatively
How Many Hours per Week = Sales Success? 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.
