Tag: Sales

  • 5 books on sales that everybody should read, especially sales professionals

    5 books on sales that everybody should read, especially sales professionals

    Sometimes a new book isn’t what you need.  Instead you need to go back and reread a book you have already purchased and read.  I can never get it all the first time around.  So going back and reading it again, and again, I can get closer to really understanding the material and ultimately practicing […]

  • Moving others; Why everyone, including you, are in sales.

    Moving others; Why everyone, including you, are in sales.

    According the Bureau of Labor statistics in 2012, 1 out of every 9 people were in a job classification that was considered sales.  So what about the other eight jobs?  Well, according to a study conducted by Daniel Pink (author) in his book To Sell is Human, the other 8 people are in sales as […]

  • 6 Things Sales People can Learn from Donald Trump

    6 Things Sales People can Learn from Donald Trump

    If you are a republican you might really like this post.  If you are a democrat the chances are you aren’t going to like this post or what is in it.  I want to challenge you regardless of which way you lean politically to read the post and learn something from it.  I am not […]

  • Three truths and a lie (Selling Intangibles)

    Three truths and a lie (Selling Intangibles)

    I recently played a fun game called three truths and a lie with a group of colleagues at the office.  It is a good way to get to know others that you work with and find out interesting things about each other. It is a great icebreaker in meetings and just an overall fun game […]

  • 3 Steps to rid yourself from rejection in sales

    3 Steps to rid yourself from rejection in sales

    3 Steps to Ensure You Won’t Have to Deal with Rejection Again Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to be that way for you. As a struggling coach, I had to deal with rejection […]

  • How to leave a voicemail that prospects will bend over backwards to return

    How to leave a voicemail that prospects will bend over backwards to return

    Humans are really easy to understand if you think about what makes us tick, gets us excited, scared, angry, etc.  Yes we are emotional beings.  And we only care about ourselves.  I know, someone out there is saying to themselves right now.  I don’t only care about myself.  I put others before myself. Blah, Blah, […]

  • Challenger Sale; Taking Control of the Customer Conversation; notes

    Challenger Sale; Taking Control of the Customer Conversation; notes

    Matthew Dixon and Brent Adamson have written a sales book that really challenges the status quo and gets you thinking differently about top performing sales reps.  The title of the book, The Challenger Sale; Taking Control of the Customer Conversation is a book that has a lot of research that support, the “Challenger” sales person […]

  • HOT BUTTON MARKETING; book summary

    HOT BUTTON MARKETING; book summary

    Hot Button Marketing “Push the Emotional Buttons that get People to Buy.”  This is the ninth book I have read this year on sales and marketing.  What I liked most about this book is that it really gave a lot of examples of how effective marketing works.  Also, as a trainer I have been training […]

  • It is a feeling

    It is a feeling

    Value is a feeling not an actual number or calculation.  Since value is a feeling and not something that is actually tangible, can you create value or perceived value for something?  The answer to this is simple, YES.  YES you can.  It is done every single day in every single way. Let me give you […]

  • 3 step process to resolve objections

    3 step process to resolve objections

    In almost all sales classes I teach and every time I meet a new sales person, they always love to talk to me about additional training on how to resolve objections.  I guess it should technically be my one of my favorite subjects since so many people and companies buy sales training for this reason […]