Are You Having Trouble Sales Hunting?

John Hart remains one of my favorite cartoonists and this one tickled me to write a very short post to help you hunt better with a simple sales skill. Do you know who your best and worst customers are? Has your company defined customer personas and have you defined your own personas? We all perform well, and poorly, with different customer types. Early in my career, I recognized that I … [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...]

What is the Best Way to Break the Ice? A Networking Tip

“What are your top opening lines when you first meet someone at a biz event i.e., a speaker lunch (particularly if you are not a confident networker)?” was asked on Focus.com. I like to think introductions as warming or melting the ice rather than breaking it. Networking and meeting new people can be daunting and uncomfortable. We can feel like we are under the scrutiny of the microscope. … [Read more...]

Are Your Prospecting Results Disappointing?

Are you struggling with prospecting? My last post, “Stop Selling and Start Succeeding” was about relationship selling for sustainable, profitable sales results. Building quality relationships is a step-by-step process. The first step is prospecting, and getting it right is critical. … [Read more...]

Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]