Q: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be...
Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process. A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was this: They ask...
Question: I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call. I can’t be the only sales person who struggles with this. Can you...
A study of the behavioral characteristics of the best sales people was published a few years ago. One of the not-so-surprising conclusions was this: The best sales people “listen more constructively” than their more average counterparts. What does it mean to “listen...
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
The propensity to take risks. What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: The propensity to take risks. Now,...
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