Do what every customer wants their salesperson to doEvery customer or prospect you meet feels the same way about you when you call on them. Hear me now. Sell me later. As salespeople, we struggle with this concept. We get pressured by our custom

7 Ways you can make this theThe most wonderful time of the yearIts the week before the Christmas Holidays and I have several questions for you:Is it really the most wonderful time of the year?Does it really only come around once a yea

Do your customers understand the downside of not buying your products from you?Do you know how to build the case for buying your product line? And buying it from you?With narrow profit margins, every decision your customer makes is criti

Interview with Kevin Hubschmannon how to improve your selling skills through improv and open mic nightsEven if you don’t want to become a comedian or an improv actor, if you are in sales, you can learn valuable skills by studying and

Recharge your prospect funnel by going from ABC to ABPIn the classic sales movie, Glengarry Glen Ross, we are told to: ABC Always be Closing. Some salespeople and sales managers like this advice because it sounds hard-nosed, as if you are

The three question formats for sales questions and the order you should ask themThe number one trait that every Ag sales professional tells me they do not want to be is Salesy.Yet most salespeople approach their sales calls in a very salesy mann

Selling success requires all three..How to attend your next sales meetingEver listen to a motivational speaker at the annual sales meeting and get all inspired by the message?  Maybe you even bought their book right after they spoke.  Howev

Which to measure and whyLead indicators are great, but only effective if they lead to Lag indicators!Lag indicators are the ultimate result of your selling efforts! But dont always tell the full story.So, which should a salesperson or sales m

5 Motivations to keep going and when to quitSuccessful salespeople are generally motivated people.  They have a drive to succeed.  As their managers, we try to motivate them in various ways:  Sales meetings, financial incentives, pep ta

Using the golden rule of improv to help you sellIf you want to improve your selling skills, find your local improv group and participate in one of their workshops.Performers have to be quick on their feet. They have to react quickly to chang