**Originally posted on Forbes.com** As a seasoned expert in sales training, salespeople are always asking me for secrets or best practices to improve their close rates, sell bigger deals, close business faster and ultimately make more money. The good news…
If you are in sales, especially B2B sales, you might have had (or will soon have) the difficult task of selling to committees or boards. If so, there is one tool that will help you increase your close rate and…
If you are in sales you know it isn’t easy to get to the decision maker in today’s business environment. The number one reason…gatekeepers! A gatekeeper is a person or technology placed in your path to make it difficult for…
Marketing has their 4 “P’s:” Product Price Promotion Place/Placement To my knowledge no one has offered the most important 4 “P’s” for sales…until now! I believe that they are: Passion + Purpose + Planning = Performance Passion If you are…
Have you ever pitched to a committee or group, thought it went really well, then found out that you lost the bid due to red tape, confusion about the decision maker, or competing bids gathered to leverage lower pricing? You…
The first thing that business owners need to acknowledge is that there is not enough time in a day to do everything they want to do! That means they have to consciously decide what they are going to do with…
Productive/Engaged salespeople are always more successful, have a tendency to stay longer and they attract more people like them to join the organization. For more than four decades I have had the opportunity to observe salespeople…good ones/bad ones, young/old, new…
The most successful salespeople I know recognize when it’s time to jump-start sales. Whether it’s the beginning of a new calendar/fiscal year, after a prolonged slump or prior to the launch of a new product or service, they know how…
Since 2006 I have had the distinct honor to work with some of the most recognizable and successful Franchise Systems worldwide! Over the past ten years I’ve identified 12 traits and behaviors of Franchisees that had a tendency to struggle within…
I am a firm believer if you want to be a good negotiator you have to focus on win/win outcomes, listen more than you talk, know your company’s strengths and weaknesses as well as your competition’s strengths and weaknesses. In…