My 5 Decades in Sales

The very first book that I ever read on sales was How I Raised Myself from Failure to Success in Selling. It was the mid 70's and I had been selling for a decade, but was just starting to think of myself as a salesman. Frank Bettger wasn't a scientist, but he shared stories that made sense and I still use some of the lessons today.

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Eff'in Sales Quotas

This article was originally published 2 years ago about the #1 killer of salespeople. I'm republishing it in the hope that salespeople and management will get on the same page before I die.

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Coaching the Art vs the Science of Sales

Yesterday, I was debriefing a call with a rep. He told me that he did his rapport thing and proceeded to set his "Up Front Contract". He asked, "Are we still good for 30 minutes?" Then he started, "I'll have a lot of questions and I'm sure that you'll have a lot of questions..." I interrupted him and asked if he thought any of his prospects saw his attempts to use the Sandler System? When he said, "Yes.", I asked do they like it? He said, "Not usually."

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This blog is for, by and about
Sales Rock Stars,
(and/or those that strive to be)

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