Field Sales

Who Said “No”?

I hate the phrase, “Never take no for an answer.” It’s a sales philosophy that confirms the decision-maker’s preconceived notion that sales reps are pushy, arrogant, and self-centered. But here’s what I do agree with: never accept no from someone who can’t say yes. That’s not original with me but I like the sentiment. I…

Read More

What Do You Really Want?

It’s a good question. Some of us have an easy answer while others of us struggle quite a bit to describe what we really desire. Either way, the answer to that question is usually the prevailing theme of our day whether you’re at work, dinner, or even on vacation. If you’re like me you constantly…

Read More

The Element Of Surprise

I enjoy comedy. Of course, I have my own preferences when it comes to “good comedy.” For late night, I’m a Jimmy Kimmel guy with Conan and Fallon close seconds. Sitcoms – it will be hard to ever top Seinfeld. That said – last week’s end to The Office was a special moment for this…

Read More

What I Learned From A Golf Pro

In the last 15 years of working with sales coaches I consistently see a fundamental gap in their coaching process – a step so critical to change, that if you skip it, your coaching investment will yield little to no results. This was brought to mind when I recently signed up for a personal coaching…

Read More

Drop The Rope To Make The Sale

I have a couple of calls on my calendar today – they couldn’t be more different. In one of the calls I am in the role of the seller. I have a solution that I truly believe would be extremely beneficial to the “buyer.” I’ve reached out to him a couple of times and he…

Read More

What I Learned From A Talk Radio Show

Last week I challenged the typical definition of the decision-maker and shared some thoughts on who we need to approach if we are to succeed in our role of challenging the decision process and changing beliefs. Now let’s talk about a key principle that will guide our approach when attempting to reach the person who…

Read More

Anatomy Of A Great Sales Manager

A few weeks ago, we took a look at some of the traits of the Bad Sales Manager. Well, with the start of the new year, we’d like to balance things out a bit with a look at some of the things that great sales managers do with their teams that make them so successful. Here’s…

Read More

They’re Just Not That Into You

Your prospects are not telling you the truth. It’s not that they are really lying to you, it’s just that they are not telling you the whole story. Is that their fault or yours? It’s yours. In this economy our biggest challenge as sales consultants may be getting to the truth and finding the real…

Read More