LATEST POST

Sales, Do You Have What it takes

As a sales coach I’d like to believe that anyone can be taught to sell and sell well. Yes, people can be taught to sell but maybe it takes more to be a top performer ? “Not all salespeople are successful. Given the same sales tools, level of education, and propensity to work, why do…

Continue Reading →

How do Buying Decisions Get Made

How do buying decisions get made ? It’s all about the rational, logical consideration of objectives and the problem at hand especially in B2B selling, right ? You’ve heard it before … “People act on emotion and justify with logic. From complex to completely transactional, impulse purchases, emotions drive buying decisions. The examples are legion…

Continue Reading →

Sales Coach – Your Ideal Week

As a sales coach I have been know to read the material produced by other coaches. A guy that is credited by many as being the founder of the coach industry in the USA is Thomas Leonard. One of the programs that Thomas created was called “A Perfect Life” Now, lets not get into the…

Continue Reading →

Sales Coaching, Are You Improving

People come to me for sales coaching becasue they want to see better sales results. In other words they want to improve something. It’s a saying in business that if you are not moving forward you are moving backward becasue you cannot just stay where you are. I think the same applies to selling. It’s…

Continue Reading →

Sales Coaching – Don’t Blow the First Call

I often hear during sales coaching sessions with my clients that it’s getting harder and harder to make sales appointments. Logically, business are leaner and people have more things to do. Here are some interesting statistics from 2019: More than 40% of salespeople say Prospecting is the most challenging part of the sales process, ….…

Continue Reading →

Sales Coaching – What do you think about “NO” ?

As a sales coach i know that how people handle a “no” has a lot to do with their success in selling. In fact, I read some statistics a few years back that sais the best sales people in the USA close most of their sales AFTER the fifth “No”. I would really love to…

Continue Reading →

Sales Coaching – Are You Proud to be…

Here’s a sales coaching question. Are you proud to be a salesman ? Are you proud to be a saleswoman ? When someone at a social function asks, “what do you do?” How do you respond ? Do you come straight out and say, “I’m a sales person?” or Do you say something else, like…

Continue Reading →

Sales Coaching – Why Sales Training Fails

Sales training has been around for a long time. Sales Coaching is the new kid on the block. Many sales training courses are over much to soon. I say this because selling is a skill and generally knowledge is not enough o develop a skill. (I know how to hit a tennis ball but doing…

Continue Reading →

Playing Chess Instead of Checkers In Sales

What is the difference between playing checkers versus playing chess? The latter example is a lot more predictable.You could say the same about certain business situations too. Using the more complicated strategic planning, can help you stay ahead of your business rivals and improve the outcomes of your conversations, but it also requires critical thinking.…

Continue Reading →

Why Success Rewards Persistence and Punishes Quitting

Success has many different elements to it, such as luck, talent, and hard work is needed and valued, but what is the one key element of success? The main ingredient between people who quit when the going gets tough, and those that manage to achieve their goals and have success is one thing. Persistence. Persistence…

Continue Reading →

Page 1 of 17