Tag Archives: B2B

Winners and Losers, What’s Your Office Like?

Winners and losers are around us everyday. Winners find a way to achieve their goals and losers find another excuse. I can think of peers and people in my life that fall under both categories.  Fortunately, I have recognized that … Continue reading

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Average to Awesome!!

Average is an attitude.  If you do not love what you do you probably show up to work on time, leave at 5:00pm, and do the minimum while your on the clock.  Your aspirations are to be average and collect … Continue reading

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Sales 101

Employee turnover with sales reps rivals many industries.  My first sales job was for a copier company and on an annual basis we would turn over 50% of employees.  Why is this?  Sales is tough, customers are not there waiting … Continue reading

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Listen Up

To earn your customers you must listen to them.  Market research states the best sales rep speak only 30% of the time but listen 70%.  This is only possible through good questioning, probing, and keeping quiet while you give your … Continue reading

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Consultive Selling

There is more than one way to find success in our professional life.  Each of us has our own unique and different style to sell to our customers.  The important thing is that we find out what are strengths are … Continue reading

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Handling Objections

Many sales people get unraveled thinking that when a customer says no its time to quit. Instead, I wanted to walk you through a few simple steps on how to handle these objections so you hear the customer out and … Continue reading

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Adapting Your Sales Style

A vital component in sales is clear communication.  The video today I’ll share with you how to adapt your sales style for different personalities.   If we can tailor how we communicate to how our customers prefer to receive information we … Continue reading

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