Sales Training Tactics

“If you don’t have a plan for yourself,
you’ll be part of someone else’s.”
-Unknown
We are now three weeks into 2010, which means your sales plan should be in full swing. If you haven’t made one yet, let’s give you some tips to makes sure you are on the right track. In order to make your plan [...]

“No distance of place or lapse of time can lessen the friendship of those who are thoroughly persuaded of each other’s worth.
-Robert Southey
Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as a person you [...]

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? [...]

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.”
Estée Lauder

Hard selling, Estée? Careful, that may scare some of the readers. Nobody wants to be perceived as a salesperson, do they? But you don’t care, do you? And you know what [...]

“I have learned that trying to guess what the boss or the client wants is the most debilitating of all influences in the creation of good advertising.”
Leo Burnett

Have you ever walked out of a meeting with a client, boss, peer, associate or employee and unconfidently uttered the words, “I think that meeting went well.” [...]

Do what you do so well that they will want to see it again and bring their friends.
-WALT DISNEY

Spring Break is here and a ton of folks will be heading to Disney World for the “experience.” In fact, about 44,000 people each day or about 16 million people each year will trek to Orlando. An [...]

“A sense of humor… is needed armor. Joy in one’s heart and some laughter on one’s lips is a sign that the person down deep has a pretty good grasp of life.”
–Hugh Sidney
Funny works. It sells a ton of product, brings the walls of resistance down, get’s you the attention of a tough audience and [...]

Unless a man undertakes more than he possibly can do, he will never do all that he can.
Henry Drummond (1851-1897)
Okay, the year end sprint is in full swing. You have some choices to make, don’t you? Should you take on that extra project, tackle that nagging “problem” that’s been hanging over your head, iron things [...]

“Diamonds are only lumps of coal that stuck to their jobs.”
B.C. Forbes (1880–1954)
Scottish journalist and founder of Forbes Magazine

There are only three ways to become a diamond in your career. If you are a professional salesperson, the formula is easy:
1. Become smarter and more skilled than the average rep
2. Make more prospecting calls than the competition
3. Be smarter, [...]

“No distance of place or lapse of time can lessen the friendship of those who are thoroughly persuaded of each other’s worth.
-Robert Southey

Do you look at your customers as friends? And do they see you as a friend? And what is your definition of friend? Well, the dictionary describes a friend as a person you [...]