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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The Sales Manager Dilemma

As you may know, I've been spending more time with sales managers lately than with reps. Today as I was enjoying MLK Day, I found myself thinking about how stuck many sales managers are and how they got there.

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My #1 Way to Close a Sale and why you can't do it

Yes, there's a technique. Yes, there's a process, but it's a lot about mindset and if you get the right balance, it works every time. To start ...

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Is 2019 the year that the BS will stop?

I was in Montana last week. So, my year started Wednesday 1/9.

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Are you a closer?

I've been selling for a few years. I've been using the OMG sales evaluation for over a decade. Yesterday, a conversation hit me like a sledge hammer to the forehead. I hope you enjoy the story and the lesson.

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3 Changes for 2019 That Will Impact Coaching

I've heard Don Battis say, "Rick and I are both retired, but neither of us is very good at it." It's true, but I think I'm getting better at it. He's had 4 gigs since he retired. I've only had one. However...

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#FF - Fun Friday Post - Importance of Clarifying Questions (a/k/a Listen/Ask)

The whole lesson in 35 words on the next page.
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November Sales Priorities

Will you be training your salespeople in November and December? Are you crazy? They're already short months and you're gonna take them away from doing the stuff that will help them hit quota? I wrote about this yesterday. With your permission, I'd like to focus on what you should do for the rest of the year.

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3 Questions to see if 4Q is already lost

Assuming that you have a plan and know where you are for the year and all you have to do is execute. Have you done the analysis and asked and answered the questions on the next page?

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What do you sell?

...and are you selling yourself short?

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About this blog

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

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