A few weeks ago I wrote about how there is lots of sales BS floating around that is not grounded in reality. (See that here) Again, today I see an...
Calling for New Business Doesn’t Work, Right? That’s What I Read on the Internet
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(2.5 min video) You Will Love the Way You Sound with This Headset
I received a call from a sales rep the other day where the sound quality was so muffled I could not even understand what he was saying. He might...
Wishing for the Business is Not Enough. You Need to ASK
A struggling sales rep hadn’t hit quota in, well, ever. The manager couldn’t figure it out. It was apparent to me after listening to just a few...
Two Easy Tips to Take Advantage of Opportunities You Might be Missing
Here are a few things I heard while listening to calls from a training prospect’s sales reps, who were calling their regular customers: “Where...
THIS Determines if It Is a Great Day
I was in a slow moving security line at the airport (that's redundant, isn't it?) and couldn't help but overhearing the conversation between two...
Beware of the Sales Advice You Read Online
I imagine there are some new sales reps out there who might get their information from just one source, take it as gospel, and as a result get stuck...
Get New Business from One of Your Best and Easiest Sources: Referrals
Today, I’m sharing some excerpts from Bill Cates’ new book, “Beyond Referrals- How to Use the Perpetual Revenue System to Convert Referrals into...
Mistakes, Tips on Using Names
At the Safeway grocery store I frequent, the check-out personnel are instructed to call customers by name when they hand them their credit or debit...
Avoid These Words That Kill Sales
From the mailbag: "Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, 'You're not...