sales tips

One of the most important things we do (as Sales Trainers & Coaches) is to determine what motivates our clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?”  The hard part (for some salespeople) are the answers we have heard: […]

      How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified

The title says it all! How many times have you met with your prospect (engineering, quality, purchasing, etc.) spent hours crafting a perfect solution, spent even more hours preparing a detailed quote, met with them again, submitted the quote, followed up, & then… nothing. They go radio silent. You know radio silent: that period during

A couple of classics, no doubt! Tommy Boy, the all-out goofy comedy, keeps you laughing from start to finish (what movie starring Chris Farley doesn’t?) Glengarry Glen Ross takes you on a different kind of ride. Star-studded for sure, this dark drama draws you in & has you feeling for all of the characters in

It was introduction time at a client meeting on the West Coast, mid-February. The Executive Vice President was introducing me to the staff at the beginning of a two-day training program. He had been through the Sales Coaches’ Corner training & coaching, so he had a good idea how to speak to his team –

It’s NCAA  Final Four week. Baseball has started & the NHL & NBA Playoffs are right around the corner. How timely! Athletes will be in action for sure! Can’t tell you how many clients we have that make it a point, & go out of their way, to hire athletes for their sales teams. If

As sales trainers & coaches you can imagine the number of times we hear a VP of Sales say, “We need help Closing more business.” Or a Director of Sales asks, “Can you help us with our closing?”  It’s common. In the words of Arnold in Kindergarten Cop, “IT’S NOT A CLOSING PROBLEM!” After spending

Most of you have seen or heard the famous quote from Henry Ford: Whether you think you can or you can’t, you’re right. It’s a doozy! Once you think it through it makes all the sense in the world. “That’s right! I can do anything I put my mind to. I got this!” It’s good.

  Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. He replies to your emails. He meets with you when you are at his office. He even goes to lunch with you,