This article originally appeared at Firmology.com. Read the whole article here. ******* Do you want to get better at persuading people? My guess is that you do because whether you are a salesperson selling a product, an entrepreneur courting an investor, or a business owner convincing your team about your vision, your success hinges on […]
3 Keys to Creating a Great Sales Contest
I’ve coached a lot of sales managers and leaders on how to drive business with their teams. One of the most common tools they reach for is the sales contest. They tend to think that a good sales contest is the panacea for all their issues – that the only thing keeping their people from […]
Know Your Audience
For the past few years, I’ve been making professional development videos with my friend Rob Hazan from Me on Video. We create a studio in my living room and put together short clips that we post on YouTube. It’s pretty cool that we have a forum to do this, and it’s cool that the videos […]
The Magic Phrase to Handle Sales Objections
One of the reasons people don’t like to sell is that we don’t like rejection. As young children we develop a deep-seated fear of being abandoned by those that we love, and it follows us into adulthood. There’s this subconscious connection that’s created between this fear and a prospect saying no. You’re going to need […]
Back to Basics
I coach and train a lot of salespeople on how to build their business, increase their volume … basically, on how to sell more and sell more often. They are often top performers who have stalled and hit a plateau. When digging in to find what is missing from their business, that gap which has […]