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…

Working in sales is more than just flashy pitching and fast-talking. You have to be an expert in influencing other people, which means positively influencing how they make decisions. It’s absolutely crucial to have this skill, as it can either make or break your sales career. Fortunately, you don’t need a degree in psychology to…

Once in a while, I will be posting book reviews for books that I consider to be essential reads for sales professionals and business leaders. The first book that’s on the list is one of my personal favorites: How to Win Friends & Influence People. Not only has this helped me a great deal in the business world,…

When people think of a salesperson, they have certain preconceived notions that are hard to get away from. One of those notions is that salespeople are fast talkers who don’t listen to potential customers. A lot of people like to think that salespeople are only out for the kill and don’t really care about the…

Objections come to us in many flavors and different phrases. We are all used to hearing them. If you are serious about your career, you know these objections before going in to every call and have prepared answers ahead of time to overcome these objections. According to legendary salesman and motivational speaker Zig Ziglar, at…

One thing I will never understand is when telephone reps call someone, get the answering machine, and instantly hangs up. Back when I was a kid, that was always our way of instantly knowing that this was a sales call and we were not going to pick up ever again for that number. You would…

Humans are interestingly selfish creatures. Whether you think that you are the most righteous, giving, and caring person that has ever existed, chances are that deep down, you really care about yourself. There is nothing wrong with that at all – humans are wired that way. Historically speaking, we owe our self-preservation to the fact…