Three year old Kara was throwing a tantrum. She didn\’t want to go to bed, of that she was certain.
\”Do you want to brush with the red or blue toothpaste?\” her dad asked gently.
\”Blue,\” she says, glad to be given the opportunity to make a decision.
Ten minutes later, Kara was well tucked up, wondering when […]

The easiest way to burn out your employees is to force them into sales positions without proper training. In my company we had set up what I called my; Bonzai Scout Teams and Blitz Marketing Teams, sales was the key.
We often burned people out and when we did not have our people trained they would […]

We all know that a part of salesmanship is giving the customer what they want \r and need. With that said, it is important to first understand that we all have basic \r human needs. We all have the need for food, clothing and shelter, but most of us \r want more in life […]

There are plenty of reasons why you would want to hire a sales consultant or trainer for your company. Perhaps you have a new product line coming out and want to enter the market with a big splash? Or your sales force has not been meeting their quota? Or you want to improve your […]

Succeeding in sales can be a challenging prospect even for seasoned sales professionals. As such, graduates who are looking to start a career in sales will need all the necessary training support and guidance. One of the main challenges of the sales profession is the maintenance of high levels of motivation. Without […]

Think back to when you were in school, do you recall anyone every saying they wanted to be a Loan Officer? Anyone ever tell you they were studying to be a Mortgage Broker in high school? Probably not, right?
But, there are still thousands of L.O.\’s and Mortgage Professionals out in the world. Where did they […]

I almost fell of my chair when I did a web search for \”sales training videos\” and received over five million results! Needless to say, sales training videos occupy a very crowded space. I wonder if I\’d be in the sales training video industry today if I did that search years ago. So, just how […]

The simpler you make the decision making steps for your prospects the higher your sales close ratio will go. When there are too many decisions people will procrastinate.

Reduce sales decisions to the simplest, most linear steps to the close that you can.\r
Keep the decisions to one at a time.\r
Have a clear offer\r
Have a clear, step […]

If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been putting off for […]

In persuasion, as in sales, our goal is to suspend the critical judgment of our affluent prospects by shutting down their inner critics. By doing this we get them out of their lives and show them something bigger and better.
Fortunately for us, as sales people, everybody that we have ever talked to has something […]