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…

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…

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…

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…