sales tips

Buying Signals: The Crossover Between Sales and Dating

As I was giving one of my friends (call her Brenda) a lift to pick up her car from the garage, her ex messaged her on her phone and proceeded to respond. Just then it dawned on me what was happening here: she was sending him buying signals.


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How Do You Nudge Your Potential Clients to Action?

Last week we talked about warming up your cold calls. This week, we share how you might nudge people to take the first steps into becoming your client. For most of the services I sell my competition doesn’t offer similar services but I still have to get the potential client…


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How to Team up with Your Customers to Win More Business

What is the purpose of a business? Every time I ask this question during a business seminar, the immediate answer that I get back is, “To make a profit.” But this answer is wrong. The purpose of a business is to create and keep a customer. If a business successfully…


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How To Call on High Status Prospects

Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically.  These salespeople will not call on…


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The Seven Secrets of Sales Success

There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top of your field.


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What Did Mom Teach You about Success in Life and Selling?

Why do we fail to sell potential clients? Why do so many great deals fall apart before the end?  What’s the elephant in the room that’s keeping your life from taking off? In a word, it’s trust.  I think it’s easy to say, but not so easy to understand.  Since…


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How Do You Identify Your Best Mobile Opportunities?

How much of an impact does mobile have on your business?   If you’ve been reading business publications you know that mobile technologies are changing the way you do business today and it looks like it will continue evolving as we continue building out infrastructure to support new technological capabilities. I…


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How to Read Buying Signals Like Jack Reacher

Yesterday, we pointed out that you need Jack Reacher on your team.  Let’s continue to explore the reasons why. The second strength your sales professionals need to develop is agility.  They must be more agile than in the past. Creating stronger relationships with others means letting go of your own…


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Could Jack Reacher be Your Next Great Sales Professional?

So we’re back to work in the New Year. How do you jumpstart your sales in the coming year? I’m going to share a profile of a sales professional that can light up your sales team this year. I warn you this may not be the most traditional sales hire,…


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Make 2013 a Lucky Year for Your Sales Team

When you first start out with your team selling efforts there is a lot of excitement around the idea. Without nurturing and consistently selling the idea, it can become old very quickly.  A team selling approach requires a number of changes from everyone on the team.  For example, without feedback,…