No doubt we all agree that there is an absolute shortage of qualified salespeople today. Why is this the case? Moreover, why are a significant number of new-hires not reaching minimum performance standards, thus causing high turnover rates? What can your company do to improve the success of recruits and at the same time increase …
My wife and I recently went to a fast-casual restaurant that we had never visited before. We looked at their online menu beforehand to see if they had anything special that we might like to try. So, we stopped in around dinnertime to give it a try. The first thing that got our attention was …
It is certainly true that I use a lot of sports analogies in my writing and sales training. I like using them because in sports it is all about process, learning, practice, and execution. So here I go again. During a football game the quarterback approaches the line of scrimmage, he has already called the …
Throughout the years I have encountered the unrealistic prospect. You know the type that I am referring to – the individual that believes his situation is unique and he is the exception to the “norm.” Behaving as if one is the exception involves all aspects of human behavior and affects decision-making. It influences the thought …
Every company, small or large, needs increasing sales to stay in business. Knowing how to sell things to potential customers is of utmost importance whether you are a business owner or the salesperson. In many ways, being a salesperson is like being an entrepreneur, and interestingly, many great entrepreneurs have gotten their start in sales. …
I have noticed that in recent years basic sales training is on the decline and that most salespeople are not taught to understand how a prospect thinks when purchasing a product. Generally speaking, selling is the “influencing people” business. To be successful, you must understand what motivates a prospect to buy your product or service. …
Like many individuals, I enjoy reading books on a variety of subjects, but especially ones regarding sales concepts or business ideas. However, this one (originally published in 1984) got by me, and if it also got by you, I strongly urge you to read the book, Influence: The Psychology of Persuasion, written by Robert B. …
In professional and collegiate football, there is always talk about how fast a player can run 40 yards. Why? In the book America’s Game: The Epic Story of How Pro Football Captured a Nation, author Michael MacCambridge writes about the origin of the 40-yard dash. “Intent on building a fast team, [Paul Brown in the …
Since 2012 we have happily seen a steady increase in the value of most residential real estate and equity prices. Because of these positive economic factors, consumers are feeling wealthier and spending more. We can debate the reasons for the increases. It could be that people are gainfully employed and feel good and that feeling …
Have you ever seen the 2011 Brad Pitt movie “Moneyball?” When my wife and I watched the movie a few years ago, we came to the same conclusion. The Moneyball principle is what we use in our sales consulting business! In my book R3R1: The Sales Formula for Success and the related sales training videos, …
When I am talking to a prospect, I know that I need to persuade them to see things my way. However, over the years I have observed sales presentations and at times have had a salesperson attempt to sell me something either personally or professionally, and I always notice something missing in the presentation. Do …
A friend of mine was 40-years-old and had never been married. When asked why he was still single, he would say “It’s better to want what you don’t have, than to have what you don’t want.” Let that sink in for a minute. If you think about that statement, it applies to a lot of …
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