Sales Training Tactics

“Performance stands out like a ton of diamonds. Non performance can always be explained away.”
-Harold S. Geneen
Tuesday while driving home from family vacation I spotted a diamond behind the counter of a gas station register. While I walked into the 15×15 ft tiny room that held only a cooler and two racks full of snacks [...]

“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 [...]

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 [...]

“The true sign of intelligence is not knowledge but imagination.”
-Albert Einstein
Quick question. Can you make something out of nothing? For instance, if I handed you a stack of Post It Notes™, told you to get with six of your closest friends, then gave you six days to CREATE something of value using only the Post [...]

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 [...]

“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, [...]

Promise only what you can deliver.
Then deliver more than you promise.
~Author Unknown
October 1, 2008
Do you know anybody who makes a habit of breaking promises? And as you think about that person right now, what does your face look like? I bet you squinted your eyes, tightened your upper lip and felt a [...]