Are things changing rapidly in your business?
Silly question, isn’t it? Of course they are changing. Rapid change is the distinguishing characteristic of the new millennium.
Take that rapid change and add to it growing competition, increasing complexity, consolidations at every level, and increasing demands from customers and you have the recipe for a business climate that [...]

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I once took a position as a sales manager with a Fortune 100 company, having been told was that my unit had been first in the division the year before. However when I got there, I found that the six person unit had three new, floundering rookies and one opening—where the top salesperson in the [...]

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You’re probably like every other sales person on this planet and get your fair share of objections about your product or company. Regardless of how many objections you receive, there are techniques you can use to handle them in a positive and an effective manner. Here are 6 tips on how to handle objections.
1. Find the [...]

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Over the past few years the sales environment has changed in a number of ways. The reasons are vast but typically relate to the changes in our society, economy, business models, technology and more. When it comes right down to the actual selling environment, there are a few distinct attributes that stand out today that [...]

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I tell the recruits we don’t have any safe jobs.
This from the colonel in charge of recruiting for the National Guard. He was asked during a recent television interview why the Guard consistently surpasses its recruiting quotas during this time of war and multiple deployments to the Middle East.
“I’m brutally honest with our recruits,” [...]

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When the sales applicant was asked, “Why do you think you’d be good in sales?” he didn’t hesitate.
“Because I like to talk.”
Guess he’s still looking for his first sales job. Don’t know how many sales interviews I’ve sat in on and that’s what an applicant has said.
Another too common response: “Because I like people.” [...]

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