No Commitment Objective? Then No Sales Call

What is the single most important thing you can do before calling on a customer? The answer is to decide on an appropriate Commitment Objective for the call. Not a list of call objectives, mind you. A Commitment Objective. I believe that this concept should be...

Sales Training in Action: Transform Your Hiring

How’s your batting average in hiring new salespeople? Since the cost of a poor hiring decision in the sales field commonly runs to six figures, it’s kind of an important thing to get right. So what would you say if I told you that great sales training...

Why Not Hire Greatness?

When you hire salespeople, you probably look first and foremost for experience in your industry, product knowledge, and a strong background in sales. After all, history repeats itself, right? But do you seriously believe that the best salespeople are always the ones...

Mistake? What Mistake?

What is the first step toward correcting any mistake? You have to know it’s a mistake and that you just made it. In sales, as in any other endeavor, when you get a kick in the pants, it helps to know what you did wrong. What rule did you break? What sales skill...

Improve Your Selling Skills. Replay the Call

Best practices in sales training teaches that after every call on a customer, you should mentally review everything that happened, step by step. If you replay what worked and what didn’t after the call you can uncover valuable information that will help make...
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