If an Organization is Only Looking at Quota Performance, They are Missing the Boat with Salespeople

Apparently the ideal salesman is the one who exceeds his sales quota...but isn't there more to it than that?

Selling to Different Cultural Styles and Backgrounds

What should salespeople do in order to keep up with the changing business environment and satisfy the needs and desires of consumers?

Advice for New Salespeople: From a Sales Pro

From a seasoned salespro, here are some words of advice. For any salesperson seeking to sell ethically, with impact, and while selling with pride.

Advertising Strategies for Fixed Operations Managers - Growing New Car Sales

It works like this. Consumers who know and trust the mechanics in a dealership's fixed operations will be more likely to purchase a new vehicle from the sales department of that same dealership. As opposed to competing directly for new sales, smart dealerships should compete indirectly by building business in their fixed ops departments—business that will lead to additional vehicle sales in the future.

The 800lb. Gorilla - A Sales Friend or Foe?

It seems the 800lb. Gorilla has escaped his cage and is joining many of my coaching clients in critical sales meetings. Other clients mention some interesting elephants making their way into the conference room. They are both sitting in the corner waiting for acknowledgement and hoping you will invite them to join the conversation. If you are like many clients, the last thing you will do is acknowledge their existence, and you certainly won’t allow them to participate in your big sales call.

How To Differentiate Anything - Including Your Products

One of the keys to achieving success in sales is to develop the ability to focus on value especially when your customer wants to talk about price. Remember, the more you talk about price, the lower it gets. You can differentiate anything, as soon as you change your selling mindset.

Retail in a Second Baby Boom

The children of the baby boomers are now having babies of their own. Naturally, those children are often having more than one, and so mathematically it makes sense that the baby boomers are now longer the largest portion of the United States population. Instead, it is their children...

It's a Sad Dog That Can't Wag It's Own Tail

As a small business owner or Salesperson you need to remain positive and up beat at all times. You need to be able to remain happy and outgoing. When someone says to you how's it going or how’s business you need to be able to say great, fantastic, couldn’t be any better.

Are You A Self Promoter?

I am telling you, education is important. Talent is important. Effort is important. Timing is important. The right contacts are important. But even if you have all of these, you can still never achieve greatness or sustained success without the willingness and ability to be a relentless self-promoter.

Better Products Make Better Sales?

It is an age-old concept that better goods attract more customers, but what most people do not understand is what makes a better product the better product. In the American commercial environment, the actual quality of a product often comes in last when considering what really affects the sales numbers. Rather, the most important thing is to help people believe that you have a better product. This is accomplished several ways, but the first, and possibly most important step to creating a better image of your products, is to be different.

The Retail Store Display Nuts and Bolts

A retail store display will increase customer traffic and sales dramatically. If this were not the case, why would multi-billion dollar companies spend so much money on visual displays? Learning to develop a retail environment into an appealing and stimulating platform for shopping is vital to any business in today's visually stimulated world...

It's My Business!

Always wanted to be your own boss? Which business is best for you? Find the one with great products and low start-up costs. Read on-

Customer Service Starts in Selling

Have you ever communicated with a salesperson who launches into their sales presentation without even asking you what you want or need? If a salesperson lacks the skill of questions and listening, that can help the customer stay stuck in the position of not knowing what they want. Customer service begins at the beginning of the sales relationship with these two skills.

A Tiger's Motivation

Motivation is the most important attribute of a successful career in sales

Fear of Rejection

A major cause of failure of sales people is said to be the fear of rejection. Fear of rejection can disable you from making cold calls, handling objections, closing deals, and from getting up in the morning.