Every business needs profit. Without it, companies can't continue, employees lose their jobs, and clients lose valuable products and services. Profit isn't a bad thing. It's essential. What happens when profit becomes the purpose instead of the result? That one...
Relationship selling isn’t about being liked. It’s about making your clients feel understood. This takes great focus and discipline—coming from an orange personality who loves to be center stage. Too many salespeople confuse friendliness with connection. They show up...
If your goal was to be a golf pro, chances are you would hire a coach, take lessons, and start training. When I decided to enter a career in sales, my company put me through a nine-month rigorous sales training program. Three months were spent on product skills and...
This month, I'd like to share about the program I designed to help participants first learn their Personality Style, then how to use it in business and at home. Program: The Keys to Relationship Selling Success When you or your team is struggling to understand and...
This month I'll continue to write about personality traits, focusing on agreeableness. As I left the house with my wife Betty, she made the comment, “Wow it’s cold outside!” My immediate response, being a cold-blooded person and from New York, “No it’s not, it’s nice...
One of the biggest challenges salespeople face today is the commoditization of their offers. The market is emphasizing low price and convenience. But salespeople that are selling large solutions can’t afford to fall into this trap. Their goal is to meet the customer’s...
Are sales leaders born or made? I believe it’s a little bit of both. Credible research shows that about 1/3 are born and 2/3 are made. Leadership is critical to the success of every sales team. Unfortunately, sometimes a company will promote the best salesperson into...
My definition is “it’s the development of a business relationship that is built on trust for the long-term.” Relationship based selling goes way beyond your product or service. You become a trusted advisor because you put the customer’s business above your own...
What is the role of a sales consultant? There are two types. Later we’ll talk about when and why you should hire a sales consultant to help you improve your sales operation. But today we’ll talk about the salesperson, sales representative or sales consultant. Let me...
It was time to deliver a virtual sales course to twenty-four sales managers around the country. The studio was incredibly hi-tech with fantastic lighting, sound, and multiple cameras. I was excited to deliver one of my favorite sales training topics on selling and...