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Advanced Selling Concepts

The Art of Sales

You may have heard that selling is a science and art, but what does that mean? Science is the systematized knowledge of a field. Therefore, the science of selling is understanding the mechanics and processes of selling. Logically, anyone engaged in sales needs to commit to learning the science of selling to succeed in their

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Advanced Selling Concepts

The Numbers Game

Diehard baseball enthusiasts closely monitor statistics. It may even be said that no other sport tracks every play and records the stats on each player to the extent that baseball does. Most baseball fans understand these stats and revel in hearing the numbers about their favorite player. Along those lines, one of the most intriguing

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Essentials of Selling

The Prior Commitment Effect

In sales, you are unknowingly competing against an unimaginable force. What is it? It is the influence of past commitments as determined by your prospects. What I am about to share with you is an insight into one of the most influential theories related to the buying decision. You might think that this sounds complicated,

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Essentials of Selling

Building a Resilient Sales Force

Everyone appreciates a durable product.  We like it when we buy a quality item, and it lasts for a long time and if applicable, provides us with excellent service. On a much larger scale, investors appreciate durable businesses that provide long-term, sustainable returns on their investment.  Moreover, as an investor, you know that discovering durable

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Advanced Selling Concepts

Are You Open to New Ideas?

Are you open to new ideas? What if it comes from an alternative source or even from someone lacking accreditation? Perhaps an unconventional solution is presented by someone from outside the industry – would you take it under serious consideration? Previously I wrote an article, “Sales Moneyball” based on a baseball recruiting concept that when

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Essentials of Selling

Improving Sales Performance Using a CRM?

One of the reasons I like sales is because it is all about performance – you either get results or not. There is nowhere to hide. Every day, week, month, and quarter salespeople report performance results – good or bad. Is one of the keys to improved sales performance the use of a customer relationship

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Advanced Selling Concepts

Is It Hard to Buy What You Are Selling?

Are you in a business where you have numerous competitors? If your answer is “yes” here is something to consider: How difficult is the buying process from your customer’s perspective? It surprises me how some companies make it challenging for a prospect to buy their product or service. What’s more, the situation might be that

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Essentials of Selling

Managing Your Sales Pipeline

I recently came across this piece of advice – if you have five minutes to get out of a sticky situation, you should spend three minutes figuring out how to get out of it, and two minutes doing it. This suggestion illustrates the value of having a plan and executing it. Yes, over the years

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Essentials of Selling

Three Strategies to Motivate Your Sales Team to Take Ownership

In my previous article, “Think Like an Entrepreneur,” I outlined the benefits that result when salespeople think and act like owners of the business they represent.  One of my readers commented that “it is easier said than done to get salespeople (or employees in general) to act like owners.” I completely agree with my reader;

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Essentials of Selling

Are Your Sales Being Derailed By a Rule Maker?

What can a salesperson do when he realizes that a rule maker manages the business he represents? What do I mean when I say that a rule maker manages the business? It means that over time, an empowered manager implements unnecessary rules to curtail the company’s expressed service and to lower expectations on delivered goods

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Essentials of Selling

Increasing Competency

There is a business model rooted in psychology generally known as the four levels of increasing competency. No doubt you are already familiar with this concept, but you may be interested to learn how it applies when training someone how to perform any job. The actual origin of the ‘conscious competence’ learning theory is uncertain

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Essentials of Selling

Where Are All the Salespeople?

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

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Advanced Selling Concepts

On Your Mark, Get Set, Sell!

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

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Essentials of Selling

The Audible

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

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Essentials of Selling

The Exception

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

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Improving Performance at Point of Sale

Increase revenue and decrease customer acquisition costs by enrolling in the R3R1 sales training program. Learning the R3R1 formula will give you better sales results – it is that simple.
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