Golden Hours: How the Best Sales Pros Find Time to Do It All

Preparation

Guest Post by Michael Boyette Conventional wisdom may imply that a sales representative’s best opportunity to get in contact witha prospect would be at 9 a.m.  It’s the beginning of the day, when other priorities such as meetings and work haven’t had the chance to...

How to “Sabanize” Your Sales

Self Motivation

    Alabama’s head coach, Nick Saban, has wonthree of the past seven national championships (one was with LSU), which is pretty remarkable. It’s hard enough to win ONE, or even have a chance to play for the title. College football is now in full...

Ask Buyers How They Want to Be Sold To

Prospecting

While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do. I answered by asking him, “Do you ever get any sales calls at your office? (He’s a...

Avoid Rejection By Changing Your Reaction

Self Motivation

As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in the mechanics–the what-to-say part–but that doesn’t matter if we feel like dirt. Therefore,...

What Do You Think About This Voice Message?

Call Recordings, Humor and Silly Stuff, Voice Mail

Reality is usually better than anything I could make up. Here is a voice message received by one of my readers. (I bleeped out the sales rep’s phone number). Perhaps this guy was tired, maybe having a bad day, and hopefully he doesn’t leave this type of...