And the Sale Drags On, La-De-Da-De-Dee

You want to close that sale. The customer wants you to throw something in to seal the deal. You have authority to do so. “Sure,” you say, “Do we have a deal?” you ask. “Hold on. Not so fast.” And the sale drags on. Listen to this oldie I was reminded of as you read. … [Read more...]

Behind On Your Goals or Need Inspiration? Sell Like Louis Armstrong

My friend The Irreverent Sales Girl (ISG), whose identity remains stealthily behind her mask, inspired me last night with the first line from her post, “You today have 31 days to meet your first quarter goal.” My keyboard must have been possessed, because the next think I saw was my comment “31 days to surpass...” ISG generously replied, “RIGHT! You said it better.” Then I remembered an … [Read more...]

“Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson” by Bob Terson – Book Review

If you’ve ever had any fears during a sale or about your sales ability, you’re not alone. There were times in my early days of selling when I wondered if I chose the wrong career. Mentors and writers like Bob Terson taught me how to overcome my fears and become a top performer. How do you become a top performing salesperson or develop top performing salespeople? … [Read more...]

How to Exceed Your Sales Quotas

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations.  The company's vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. In 1983, the vision for my life was compacted into a short list, penned on the back of a photo of … [Read more...]