Who Is In Control of the Sale?

Sales Tug of War

Don’t Make This Common Mistake! “Do you have any questions?”…….. This is the standard and terrible way that a lot of sales conversations start. The retail equivalent is “Hi, Can I help you?” We, as buyers have been programmed by every sales interaction and salesperson we have ever encountered to fend of these feeble attempts at engaging us in such a pre-programmed way that even when we do need help, or do actually have questions, … Read More

Check Up From the Neck Up

sales mentoring, value, sales coaching, sales techniques

I am sure you have heard that the sales profession is a dog eat dog world and only the tough survive. This is only partially true. It’s the sales person and their attitude to the challenges that are presented on a day to day basis that will win the day. But how does your attitude affect your success? To understand how your attitude determines your altitude and overall success, you must understand the definition of … Read More

Selling Before You Speak

sales mentoring, value, sales coaching, sales techniques

You don’t get a second chance at a first impression Making a good first impression is vital if you wish to develop a good long term relationship with your clients. Recent studies have shown that you only have one tenth of a second to form a positive impression based on body language and only three minutes to develop this first impression based on conversation. New evidence suggests that the rise of social media has made … Read More

The #1 Reason You Are Not Getting the Sales You Deserve

sales mentoring, value, sales coaching, sales techniques

  Over the last 20 years I have been a sales person, business owner and entrepreneur. During that time, I have seen companies languish and others soar.  I was recently asked what the difference was between the two. Was it the product? Was it the marketing? Was it the market or the economy? All of these are in the mix but the most important success factor that separated the successes and the failures was that … Read More

New Role – CEO of Velocity Sales Training

sales mentoring, value, sales coaching, sales techniques

You may remember that I interviewed Bob Urichuck, Founder of Velocity Selling and Globally Ranked Sales Guru for My Sales Podcast that I was starting. I then published a couple of more Blogs and then went silent.  I can now reveal why….. Bob and I have had dozens of conversations in the last few months and he has asked me to become the new CEO of Velocity Selling. Velocity Selling is a non traditional sales system that … Read More