Sales Training Tactics

“The one advantage of playing with fire…is that no one ever gets singed. It is the people who don’t know how to play with it who get burned up.”
-Oscar Wilde
Did you watch the Super Bowl this year? Well of course you did! Well, at least you had it on the tube, right? In fact, you [...]

To increase your performance by 15%, give 15% more effort.
-Brian Sullivan
Let’s not overcomplicate this. In sales, there are only two ways to get better results. The first is to make more sales calls. The second is to perform better on each call.  So how many prospecting calls do you make each week? And as an [...]

“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 [...]

It’s not about your sales “pitch,’ it’s about connecting on a higher level that tells them you are truly interested in what is important to them.
-Michael McDonald
Founder of ATO Records and Mick Management and
Manager of John Mayer, Natalie Merchant and Others. Also former stage manager for the Dave Matthews Band

The music industry is big and [...]

Before selling others, you first have to sell yourself.
-Brian Sullivan
Do you know what makes you so good? If somebody asked you right now to tell them why you or your company is worth more than your competitor, could you tell them precisely and confidently? While most salespeople and businesses believe they are worth every penny [...]

“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 [...]

“Unless you love everybody,
you can’t sell anybody.”
-Dicky Fox
Sports agent
from the film Jerry Maguire

As we come off of Valentine’s Day I was reminded of the simplest and most timeless business and life formula…Love Equals Success. Love your customers, love your peers, love your competition, love your boss, love your family and friends, and love yourself. Do [...]

Nobody ever defended anything successfully.
There is only attack, attack, attack and attack some more.
–George Patton

If I can just remain ‘flat’ this year, I will be happy,” were the words recently spoken to me by a fellow salesperson. By this he meant he would deem it a successful year if he only equals 2008 sales. But [...]