Four Time Traps that Kill Sales

Managing time really means, we manage ourselves. That includes avoiding the time traps that plague salespeople. Sadly, many of us are keeping ourselves from achieving the success of our dreams because these four time traps kill sales. … [Continue reading]

How to Multiply Time

Time is as precious a commodity as money. Let’s explore how to multiply time so you can get more sales productivity out of the time you have to invest in your sales career. Everyone knows you can make twice the income by working twice the number … [Continue reading]

3 Ways to Put Potential Clients at Ease

Sales presentation

To grow a successful business, it's important to learn to put potential clients at ease. I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers … [Continue reading]

Business Productivity Close

business productivity

Business productivity is a great topic to include in your sales presentations. Who doesn't want their staff members to  be more productive? With some products such as software, increasing productivity is a given--after the learning curve has been … [Continue reading]

Your Level of Conviction

You Truly Convicted? What’s your current level of conviction about your industry and the products you offer? Do you believe 100% in the industry you represent? How about the products you're offering? There’s a maxim in the sales industry, “You … [Continue reading]

Working Expired Listings

home for sale

Expired listings provide a wonderful opportunity to find sellers to work with. In every area, there are bound to be people who listed their properties with agents and the property didn't sell. Please note that with expired listings, you may need to … [Continue reading]

Professional Selling – Automotive

Many automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. They get started. They learn the product and what the special offers are then push them on the next … [Continue reading]

Earn the Right to More Yeses

keyboard

Even though you may have won a yes from your buyer, it's important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), … [Continue reading]

Guide to Sales Success

Shaking handes

The guide to sales success is simple really. Plan out the best actions to take. Then act on your plans. Self-discipline really encompasses nearly everything in life. Do you remember in school when you were given 30 days to write a term paper? Did … [Continue reading]

The Three Principles of Rapport

In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you: Buyers like salespeople who are like them. Have you noticed how friends adopt … [Continue reading]