Sales Gravy

FEBRUARY 27, 2009

I have also found an easier way to identify who the potential top producers are, and I’ve boiled it down into three “Real Secrets.

Sales 40

Sales 40

Sales Gravy

FEBRUARY 22, 2009

The greatest obstacle in making a purchasing decision is fear. When it comes to selling, you better handle the prospect’s fear or it will handle you. Fear of making the wrong decision.

Decision-making 40

Decision-making Sales 40

Sales Gravy

FEBRUARY 22, 2009

We’re all human and have our limits. But sometimes, when we’re stuck and full of doubt, we underestimate our power to overcome adversity and perform at our best.

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Sales Gravy

FEBRUARY 21, 2009

Last week I overheard three businessmen in a New York restaurant try to out-perform each other with stories of their latest victories. It was painful to watch… I can only imagine how small everyone in that conversation must have felt.

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Sales Management

Sales Gravy

FEBRUARY 21, 2009

Customers buy when they are ready to buy, not when you are ready to sell. Too many reps throw proposal after proposal out the door and then lose interest in following up because they get distracted chasing a newer opportunity.

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Sales Gravy

FEBRUARY 15, 2009

Selling is the art of creating new possibilities and solutions. Salespeople are responsible for the creation rather than the controlling of solutions for their prospects.

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Sales 40

Sales Gravy

FEBRUARY 7, 2009

Here’s the secret to boosting your confidence today; make confidence a choice. Wait, I know what you may be thinking; it sounds too easy. It has to be more difficult than this.

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Sales Gravy

FEBRUARY 7, 2009

Certainly, these are unprecedented times, but fundamentals are fundamentals. When you stray from them, you get into trouble. When in trouble, return to the fundamentals and return to consistent and sustainable sales success.

Marketing 40

Marketing Sales 40

Sales Gravy

FEBRUARY 7, 2009

Over the years, I've discovered that when sales people tell me that they have prospecting on their "to do" list, what they really are saying is that they “intend” to prospect.

Sales 40

Sales 40

Sales Gravy

FEBRUARY 1, 2009

It's like my friend Jeffrey Gitomer once said, "Your boss can't stop you; your co-workers can't stop you; your territory can't stop you; the economy can't stop you. Only YOU can permanently stop you." (I'm paraphrasing, but that's the gist of it.

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