Customers don’t want to buy. Why should they buy anything? What they’re willing to do is spend money to have problems solved.  They have a challenge, a pain, or they have a gain, and they’re looking for solutions. The more I can do to uncover that, the more successful I’m going to be as a salesperson when it comes to price. 1. Customers want ROI.  They want to know that they’ll be able to spend money and get something back in return. If they spend money on this, it’s going to help them achieve something significant, which will provide them with a greater return.  ROI can be ..read more

 It might be easy to set goals, but achieving them is a whole other game. We know it’s absolutely critical, but it’s still hard to do. Let’s walk through ten things that could be getting in the way of your success right now. Once you identify the roadblock to your success, it’s much easier to avoid it. 1. Unreasonable We want to have goals that stretch us—no doubt about that. But what happens when we make unreasonable goals is we quickly become disenchanted.  We see this so often with sales quotas that are unreasonably high. A salesperson might get part way through the quarter, g ..read more

 Sales is a team sport. Who’s on your team? Today I have four questions for you to answer, and they’re the kind you’ll want a pen and paper for.  Take your own answers to these questions and use them to grow and strengthen your sales network. Then, go out and get your copy of The Making of a Mind for Sales: 33 Strategies for Success for more strategies, insight, and motivation. 1. Who can you learn from? Recently I came out with a book, The Making of A Mind for Sales, designed to get you to take your sales performance to the next level. It’s a short book, but brings you 33 opport ..read more

Why choose a career in sales? Or why stay in sales?  Every year there’s a 30% turnover in sales. People come into sales thinking it’s easy money, and then they realize it’s hard.  It’s one of the reasons I wrote my newest book, The Making of a Mind for Sales, because to be successful in sales, you truly need a mind for sales. In this book, I break down many different pieces about what it takes to be successful.  But in today’s blog, I’m going to share with you eight reasons a career in sales is difficult, but worth it. You’ll have to decide for yourself: despite the challenges ..read more

What’s my potential in sales? I have ten questions for you, and they’re not skill-based questions. These are really emotionally-based questions.  I’ve recently come out with a new book, The Making of A Mind for Sales, designed to help you become a better salesperson by walking you through a series of individual activities each day for 33 days.  Are you up to the challenge? Find it on Amazon today! 1. What drives me?  What fuels my desire? If I can’t answer that, why am I in sales?  Is my motivating factor money or serving people?  Initially, when I first got into s ..read more

Are you doing enough in the sales process to close the deal? Salespeople are always quick to say, “My price was too high, that was the reason the customer didn’t buy.” That’s garbage. I want you to take that off the table.  I want to share 11 reasons salespeople can’t close. Don’t look at these as excuses! Instead think: what do we need to change? 1. Failing to uncover priorities that are keeping their attention focused elsewhere.  We may think that we have the only opportunity, or the only decision they need to make, but there’s plenty of other things going on in the customer’s ..read more

Do I move forward with this lead or cut them loose now?  The more complex your sales, the more critical these nine questions are. The deeper you are into B2B, the more critical they are, too.  They still apply to simplistic sales and B2C, but you’re going to find a tremendous amount of connection if you’re B2B. 1. What’s the specific issue the customer needs help with?  In other words, do we really know what specific issue the customer needs help with… and how do we know this?  Have we seen similar issues with other companies in the same space?  Because the custome ..read more

Just because you can measure it doesn’t mean it needs to be measured.  I see too many sales managers and salespeople measuring things just because it’s easy, and for some reason they think it’s going to make a difference.  I’m going to walk you through 10 metrics that can have a huge impact on your efficiency and success. Are you looking at these? 1. Number of conversations with prospects or customers.  This excludes customer service calls—these are true sales calls. This is pretty simple. 2. Number of calls made to prospects, not customers.  This is key because oftenti ..read more

Are you committed to making it happen in sales? …Do you even want to be in sales?  Whether or not you got into sales for the right reasons, (I sure didn’t!) it’s not too late to find purpose and satisfaction in what I think is the best profession in the world. What is the primary reason you’re in sales? I admit I first got into sales only because of the money and the car. I couldn’t afford car insurance, and I needed a job that supplied me with a car. As a result, I sought out a sales job that supplied me with a company car. That was my motivation for being in sales.  So between ..read more

I want to help you see and achieve the sales success you didn’t think was possible. Combine these four things and you’re going to be well on your way to achieving success in sales. 1. Discipline and focus  The best salespeople in the world are incredibly disciplined with their time and incredibly focused on their objective.  They know exactly who they’re dealing with and what their objectives are. They have laid out their plan, and are strict with their time. In fact, they’re willing to do things that the average performer will not.  A top performer does the tasks that othe ..read more