Articles

What would it be like to have a coach to support you as you go out on your skinny branch? The first step to Overcome Sales Call Reluctance is to be aware that you are not in front of enough prospects.  Then take an assessment that measures which of the 12 types of Call Reluctance […]

In the book, The Slight Edge, author Jeff Olson shares that at the average funeral about ten people cry.  That’s it!  And the number one factor that would determine how many would go from the funeral to the actual burial would be . . . you guess it. . . the weather! Salespeople who suffer […]

Seriously!  How many people think that salespeople need to be outgoing, gregarious talkers?  Well, read this article, and you may decide to modify your perspective.  This article by Maura Schreier-Fleming is thought provoking and highly encouraging to salespeople who have engineering degrees and backgrounds. Also hiring managers:  Take notice! https://www.bestatselling.com/engineers-can-make-best-salespeople/

Most high achievers have a morning routine that sets them up for a focused, productive day. However, not too many have an end-of-the day routine that puts the bow on the present! The value of the end-of-the day review is two fold. 1) Recommend you write down three things that worked. Allow yourself to acknowledge […]

One sure way to blow your credibility is to give a presentation and ‘um, ‘er and ‘ah throughout.  This is true for telephone conversations and presentations too! When you stand up before a group, did you know that in 11 seconds people are making over 22 judgments about you? (Resource: Naomi Rhode, Certified Public Speaker) […]

Most salespeople agree that goal setting is vital to their careers. They set the goal.  Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]