Watch our interview on the Krista Moore Talk ShowHow To Be In Control of the Sale

Think about a situation where you’re asked a question and you blurt out a super fast “No” without missing a beat. Is it when your young child begs for every sweet treat at the grocery store? Or when you answer the phone and a stranger tells you that you have just won a contest you…

We have all heard that as sales professionals, we should try to be consultative sellers…taking the time to understand our customers and providing the best solutions from what we learn. Well, I am here to tell you that all of us are consultative sellers! So how do we differentiate ourselves from other sellers we are up…

The holiday season is upon us and before we know it a new year will begin. A lot of people…and companies for that matter…tend to check out during this season. The all too familiar “Call me after the first of the year” becomes the objection of choice for prospects as well as current customers. Being…

It’s the peak of the summer season, with most of us dealing with hot and sticky temps for the next few months. Are the heat and humidity slowing us down? Could this also be happening with our pipelines? As salespeople, how many times have we heard the following: “Once I’m back from vacation I will…

The PyeongChang winter Olympic games are in full swing. It’s riveting to watch the drama of the Olympians pushing themselves to the limit to achieve their personal best. The range of sports and level of greatness are amazing, from the biathlon to the luge to figure skating, just to name a few. In the biathlon,…

It’s extremely difficult to keep up with the latest technological innovations. In fact, it’s impossible. Things change too quickly. As salespeople, our jobs are already challenging enough without constantly having to learn how to use the latest and greatest new gadget. How about if we take a break from this new stuff for a moment?…

We’ve all been there… We attend a conference, hear a speech, listen to a TED Talk, or read an inspiring book, and we are completely committed to starting a new initiative. We feel like a kid with a brand new toy. It’s so exciting — we can’t wait to dive in and start playing. But…

Summertime. Is there anything better? While we would love to spend these days vacationing — or golfing if you have that bug — there is selling to be done! When it comes to tracking your sales activity, there are two types of pipelines — a sales pipeline with pending orders and a prospecting pipeline. We all need both of…

Do you ever find yourself at a loss when it comes to relating to the wide range of ages of the people you encounter at your job? (Did you relate to the song by The Who referenced in the title of this article?) If you are at a loss, you are not alone. For the…