Category Archives: sales training

The one thing sales people must sell, but very rarely do.

Everybody wants a guarantee that it will work.  You do, I do, and so does everyone else. Is this even realistic though?  Absolutely not. We all have to take a chance and jump in on whatever it is.  You have … Continue reading

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5 books on sales that everybody should read, especially sales professionals

Sometimes a new book isn’t what you need.  Instead you need to go back and reread a book you have already purchased and read.  I can never get it all the first time around.  So going back and reading it … Continue reading

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The missing link between training programs and performance change

  I recently conducted a training session for the Association for Talent Development.  I discussed the missing link and followed up that training session with the article below.    Training is supposed to change performance by changing behaviors.  So often this … Continue reading

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Moving others; Why everyone, including you, are in sales.

According the Bureau of Labor statistics in 2012, 1 out of every 9 people were in a job classification that was considered sales.  So what about the other eight jobs?  Well, according to a study conducted by Daniel Pink (author) … Continue reading

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Three truths and a lie (Selling Intangibles)

I recently played a fun game called three truths and a lie with a group of colleagues at the office.  It is a good way to get to know others that you work with and find out interesting things about … Continue reading

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3 Steps to rid yourself from rejection in sales

3 Steps to Ensure You Won’t Have to Deal with Rejection Again Many individuals are of the opinion that dealing with rejection is part and parcel of the sales game. I’m here to tell you that it doesn’t need to … Continue reading

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Good Training vs. Bad Training; be wise in which one you attend

As a trainer, speaker and author for many years.  I know what good training is and what bad training is.  I have delivered both of them myself.  I apologize publicly now to those participants.  They probably know who they are. … Continue reading

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5 daily activities that will get you more sales

For me to be successful I must have an exact specific plan every single day.  I must know exactly what I plan to accomplish that day.  Many people have to do lists and notes on their iPad or iPhone.  However, … Continue reading

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SPIN Selling; book summary and notes

SPIN Selling: Situation, Problem, Implication, Need-Payoff; author: Neil Rackham http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136/ SPIN selling was published in 1988, and at that time it was considered to be the most heavily researched book on sales ever created.  The research was compiled over 12 years … Continue reading

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Challenger Sale; Taking Control of the Customer Conversation; notes

Matthew Dixon and Brent Adamson have written a sales book that really challenges the status quo and gets you thinking differently about top performing sales reps.  The title of the book, The Challenger Sale; Taking Control of the Customer Conversation … Continue reading

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