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No!

No! It seems counterintuitive to ask your prospect to tell you "no," doesn't it? Salespeople of nearly any experience level will say that the only way to get the order is to get a series of "yes" answers. Negotiators like Jim Camp and Chris Voss would disagree. Giving...

I Need To Think About It

"I need to think about it." Unfortunately, in its many forms, this simple objection stops salespeople dead in their tracks. I need to think about it. This objection can take on many forms. I need to check with my wife I need to check with my accountant I need to talk...

Why Improve YOU

I love reading books about the sales profession and topics that contribute to personal growth. Why I read personal growth books. If you are more aware of your personality and personal growth, you can know how to set expectations for yourself and modify your behavior...

Greed Is Good?

Is greed in sales good? In the film "Wall Street," Gordon Gekko proclaims that "greed is good." Is it? Is answering that with a noncommittal answer of "kind-of" a copout? Let's explore that. Meriam Webster defines greed this way: A selfish and excessive desire for...

Are you an Order Taker, Presenter, or Closer?

In sales, there are basically three types of salespeople. The Order Taker The Presenter The Closer Each is important in its own way, and most organizations have all three working in different departments throughout the business. While the definition of each may be...

What Is Your After Plan?

Not having a backup plan is commonly considered the way to maintain laser focus. The prevailing wisdom is that you won't give it your all if you have a way out. "Having Laser-Focus Increases Your Odds Of Success" – Forbes Magazine, August 4, 2020 "Don't Make A Backup...

2 Myths That People Believe About Being In Sales

A myth is something that people believe, even if it's not true. The bigger the story, the less likely it is to be based on truth and the more likely it is to develop into a myth. The profession of sales is similar. In this article, I'll dispel the two top myths that...

3 Things To Do When You’re In A Sales Slump

First, you need to know that everyone has been there. If a salesperson tells you that they've never been in a slump, they either have a poor memory or lie outright. A sales slump is when you can't seem to make a sale, no matter how hard you try. Leads are down, the...

5 Things Sales People Need To Aim For

I am reading Jordan B Peterson’s book 12 Rules for Life; in the chapter about discussing his Rule 4: “Compare yourself to who you were yesterday, not to who someone else is today,” there is a section where he, in his own insightful way of simplifying things, points...

Recent Sales Articles

No!