Between the Ears

Q. What makes some sales people more successful than others. A. Very interesting question and one the will conjure up a lot of debate. I’ll give you my take and stir the pot. The biggest challenge is between the ears! In the April Field and Stream issue there was an article that addresses competitive shooting…

A Sales Manager’s Function

Our belief, curriculum, experience and lessons tell us that sales managers have five fundamental functions that they should be spending 80% of their time on. Accountability – The manager is responsible for holding everyone accountable not only to the company goals and quotas, but more importantly, holding each sales person to view the company as…

Brave Cold Calling

I am often asked, “Is there a message that I can leave when I am cold calling that will get me in?” My response is: Voice mail was invented by prospects to screen their calls. However, there are a few things that you can do to be more effective while cold calling. They take risk…

Any Objections?

I am often asked, “Do you have any good ideas for handling objections?” Objections are one of the most misunderstood concepts in sales. Most of the reason why prospects don’t like to deal with salespeople is because of the ridiculous techniques devised for overcoming objections. My first sales manager gave me a book called 101…