The act of giving a gift is one of those universal principles that are held dear amongst sales representatives everywhere. One of the reasons for this is that salespeople are seeking to take advantage of the norm of reciprocity. The norm of reciprocity essentially is the societal expectation that people will respond positively if you…

People learn sales and business tactics/strategies from a variety of sources. Oftentimes, these lessons come from books written by sales leaders, podcasts hosted by academic geniuses, and lectures given by industry titans. Less often, lessons come from everyday sources, such as popular movies and inspirational moments of triumph. Even less often does a lesson in…

Updating and navigating CRM (Customer Relationship Management) software is about as fun and exciting as watching the grass grow. It can be cumbersome and time-consuming to update every customer interaction that you have. Sometimes, it can even be downright frustrating. Oftentimes, sales executives are time constrained while on the job and cannot update the software…

Earlier this year, I was the guest speaker at the “Great Customer Engagement Goes Beyond Great Service” seminar. The main focus of the seminar was to look at the sales & marketing and the customer service departments as synonyms with each other. I spoke from the position that sales and customer service are equally as important to the overall customer experience….

Salespeople have to constantly fight an uphill battle to do well at their job. One of the worst battles that you’ll have to face is a prospect who is in defensive mode. We all know when this happens – they cross their arms, refuse to make eye contact, and offer as little information as possible…

People buy from those that they like. It’s just a simple fact of sales. Think back – have you ever bought something from someone that you did not like? Probably not. That’s why master salespeople have perfected the art of rapport building. Rapport is basically a fancy word for making a connection with the prospect….

Becoming a sales professional can be one of the most rewarding experiences of your professional career. You have the ability to essentially choose not only how you do your job, but also, how much money you make. Your skills, work ethic, and attitude all have a direct impact on your income. For this reason, if you close…

Sales, marketing, and business careers are generally very competitive. As a salesperson, you are competitive with yourself, your competition, and with your peers. It’s never OK to be second place and it is certainly never OK to decline in your own performance. Because of this harsh reality, we so often are wrapped up in our…