Sales Training Tactics

You are not judged by what you have but rather by what you give.
-Brian Sullivan
Are you rich? And if so, how do you define rich? Is rich determined by the type of car you drive or the watch you wear? While there are many interpretations of the word “rich,” remember that your value is [...]

Winners are only judged in loser’s circles.
-Brian Sullivan
Recently, as I prepared to speak at a company seminar, I looked around the room as salespeople walked in to find their seat at one of the 25 round tables. I wondered how these salespeople would choose which seat was best for them. Just a few minutes [...]

“It’s wonderful to have a beginner’s mind.”
-Steve Jobs
Co-founder and CEO of Apple

My three-year old daughter only recently discovered her Daddy’s iPhone. As she picked it up, she began pressing every button. As her finger accidentally slid across the screen, she noticed she could make things move. And if she pressed that button on the bottom, [...]

“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 [...]

“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 [...]

Position yourself as a center of influence -
the one who knows the movers and shakers.
People will respond to that,
and you’ll soon become what you project.
-Bob Burg

There are two ways to be successful. Know a ton of people, and make sure more than a few of those people are well respected and influential. First, make it [...]

“Keep away from people who try to belittle your ambitions. Small people always do that, but the really great make you feel that you, too, can become great.”
Mark Twain

Think of the five people (outside your family) who you spend the most time with. Are they successful, happy, positive, caring and selfless? If you want to [...]

“In order to be irreplaceable one must always be different.”‘
Coco Chanel (1883-1971)
French fashion designer & businesswoman
introduced pants for women
Trust me, I am not what you would call “fashion forward,” however, I love this quote. Coco (that’s different) reminds us of a super lesson. Whether you are a salesperson, regional sales manager, or the head of [...]

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, [...]