The Sport of Selling

Actually, selling is not a sport but there are a lot of similarities between selling and some sports. Let’s explore some of those similarities and what you can learn from sports to improve your sales performance. By sports I’m referring to such sports as baseball, hockey, football, tennis, soccer, and other sports involving some skill…

Truth and Consequences for non-performing Salespeople

If there are few consequences for non-performance, it affects sales effectiveness. Training Sub-Performers When we, as sales managers, allow substandard performance we, in effect, encourage substandard performance. When we don’t hold our people accountable, in essence we train them to believe that not achieving sales targets and personal goals is okay. Can’t happen to me, you say?…

Why Should I Buy From You?

Here’s one of the great truths of selling  –  if prospects can’t tell the difference between your product or service and your competitor’s product or service, they’ll make their buying decision on price. Now, this isn’t the only reason for the price objection coming up but it’s a major one.     It’s absolutely amazing how many…