Honesty Works Best - But, It's Not About Morality

Last week, I received three calls from people, all appreciative that I support the values of 'our religion'. One was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same: I don't follow their religion.

Are You Stuck or Can You Get It?

Why do many salespeople remain faithful believers in obsolete selling strategies? We are talking about intelligent, successful salespeople. People whom, if they opened their minds to a totally new concept, could easily double their income without working any harder. That question has puzzled and frustrated us during the 14 years that we have been in the sales training business.

Abducted by Aliens?

There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services. Perhaps you are trying to reach a prospect to continue a conversation or to follow up on a next step in your sales cycle. You have tried everything. You have called repeatedly at different times throughout the day, you have left messages, you have sent emails… All with no response.

Are You Getting in Your Own Way? (A Marketing Insensitive)

If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way. Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?

Art & Discipline

Ballet is an art form that began in the 1400’s and became more standardized in the 1600’s in the court of Louis XIV. Louis was known as the “Sun King.,” Tthe name came from a role he danced in a ballet. In 1661 Louis XIV established the Acadmie Royale de Danse to train dancers and dance teachers. By the 1800’s the technique was pretty much solidified into a form very close to what we see today.

Prospecting Success

I spent my formative years in ballet class. While other kids went out to play, I went to ballet class. In high school while others attended after-school activities or hung out together, I went to ballet class. By my mid-teens I was taking class five or six times a week or maybe even more. This was a habit that continued till injuries sidelined my professional dancing career...

The Sales Training Series: Sell By Agreeing On At Least 3 Needs

Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.

The Sales Training Series: Ask For A Commitment Every Time

Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.

More Simple Truths About Personal Selling Success

Selling is easy if you work hard at it. Discover what it takes to do what it takes to succeed in sales.

How To Prospect Top Dogs And Put Your Sales Through The Woof!

This single strategy will increase sales revenues geometrically! In light of the downward move of our economy, most of the sales organizations in this country are scared spitless. I hate living in fear. Bet you don't like it much either.

8 Tips To Increase Your Bottom Line And Grow Your Business

Growing your business may have more to do with what's going on inside your offices than outside in the marketplace. If you are looking to increase your bottom-line you may only need to look at what's motivating your workers performance. So how do you improve performance?

John Cleese Training Videos: Laugh Out-Loud Learning

When most people hear or see the name John Cleese they think of silliness, mayhem, and tons of laughter, but what many people don’t realize is that he has been a major part of business training for well over thirty years.

Sell More By Sticking To The Script!

According to best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, you'll sell more by sticking to a script instead of foolishly trying to wing-it, in an effort to sound un-canned and spontaneous.