I just got back from Saskatoon Saskatchewan, arguably the strongest economic market in North America. I was asked to speak on Prospecting by my host sponsor. Why in the world ... Read More
Two words you must internalize “Nobody Cares.”
"OK coach, what are you talking about?"
Think about all the ads you hear, see or read; the sales people who accost you in the ... Read More
Unfortunately for too many people- distractions abound within their own workplace. The Law of Attraction tends to work too well with fellow team members and a barrage of interruptions can ... Read More
As the market is picking up and gaining traction in most areas, I am noticing some camps forming:
- The Complacent Performer Camp
- The Overwhelmed Performer Camp
- The Peak Performer Camp
Mastering objections is a skill sales pros at all levels continually need to improve upon. Last week I hashed out the difference between an objection and a condition and how ... Read More
Of all the steps in the sales process that fail most it is in objection handling. Most sales people are often one or two questions away from a sale and ... Read More
You are tenaciously following up on a lead. You have pursued and stayed in touch for weeks or months – perhaps more than a year. You finally get the opportunity ... Read More
Too often I see sales professionals making the same mistake over and over and increasing their overhead at the same time. To make matters worse, they most often have no ... Read More
Wow, 2011 is rapidly drawing to a close and the 2012 is looming large. Where did the time go? As you reflect back on this year how did you do? ... Read More
An interesting thought crossed my mind following a conversation with a prospective client. When we are approaching new people to become clients, customers or even business partners, what are they ... Read More