Sales Tips

As a sales coach you can imagine the number of times I have heard a VP of Sales say to me “We need help closing more business.” Or a Director of Sales ask, “Can you help us with our closing?”  It’s common. After spending a few minutes with these people it’s clear that they don’t […]

It’s the Holidays. . . Companies Don’t Want to See Me Let Alone Buy from Me It’s that time of year again. People have been asking for it so here goes… It’s December of 2013 & even though it hurts me to ask… I have to: Do you know salespeople & companies that start to

Have you ever felt like your ego was crumbling away as you followed up – relentlessly – on a deal that you thought would close weeks ago? You’re not alone. It sounds like this: “Just following up on the information we provided…” or “Call me at your convenience…” or “I wondered if you had time

The #1 Sales Myth of All Time It’s December of 2012 & even though it hurts me to ask… I have to:  Do you know companies that start to wind things down right about now?  It’s the holidays & since not much happens during the holidays they might as well run on cruise control until

The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are under more pressure to cut costs than they ever were before. Companies have more over- seas options than they ever had before. Competition is tougher than it has ever been before. What’s it all mean? It means

How many times have you left a sales appointment… walked to your car in the parking lot… & thought to yourself, “What the hell just happened in there?” What are the chances that your prospect is also thinking, “What just happened – and what do we do know?”