Sales Training Tactics

“There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle.”
-Albert Einstein
According to a fella named Merriam Webster, the definition of miracle is “an amazing or wonderful occurrence.” So based on this definition, are you a “Miracle Worker?” Do you [...]

“Knowing when to keep your mouth shut is invariably more important than opening it at the right time. ”
Malcolm Forbes (1919-1990)
American publisher
Let’s face it, most salespeople, entrepreneurs and managers are control freaks, right? And often our greatest instrument of “domination” is our two lips. (Two overworked chapped “lips” in my case) But Malcolm “F” reminds [...]

“But wait, there’s more…”
Billy Mays

This week the sales world lost one of its great Pitchmen, Billy Mays. His ability to create millions of dollars in sales by pitching common household products landed him on his own Discovery Channel show known as Pitchmen. So what can we learn from Billy that will make us a top [...]

Act Your Wage.
-Dave Ramsey

While driving down the road yesterday I saw a billboard with the above quote. After thinking about it for a minute I realized how much I disagreed.  Because Top Performers don’t act their wage, they act what they WANT their wage to be.  So what wage are you looking for? What new [...]

I would rather entertain and hope that people learned something than educate people and hope they were entertained.
-Walt Disney
The definition of entertainment is: an activity that is diverting and that holds the attention. So when delivering your product presentation, do something that diverts your prospect’s mind to keep your message interesting. If you are a [...]

“For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.”
-Zig Ziglar

I recently had a sales call that didn’t go as well as I would have hoped. The feedback I received from one of my associates was that I might have been a bit too enthusiastic. As [...]

Why won’t they call me back? I thought we had the deal. I can’t believe they are not interested? If you have ever spoken those words, then chances are you neglected to make your prospect curious enough to need more information and “antsy” enough to need your solution NOW. So how do you create curiosity? [...]

Pain is temporary. It may last a minute, or an hour, or a day, or a year, but eventually it will subside and something else will take its place. If I quit, however, it lasts forever.”
-Lance Armstrong

Who likes pain? Not me! Not unless something really good comes from it. Like going for a run, working [...]

You get a call from a dream prospect who says they want to meet with you to discuss their budget and purchase plans for 2009. Yippee! If you could only land this account, 2009 will be looking like your best year ever. And you are determined to do everything in your power to [...]