What to Do in the Current Environment


After 54 years on the planet, and almost 33 in business, I know two things:

  • This will be over at some point.
  • A few organizations will come out of this with a stronger, healthier business while the others come out of it anywhere from “okay” to “out-of-business.”

If you want to be in the first category, here’s what to do.

Note: The “stronger and healthier” mentioned above doesn’t refer to companies that will automatically grow from the current crisis.

How to Excel in the Current Environment

Everything goes in cycles. The stock market, the economy, real estate — you name … Read the rest

My One Key Sales Tip


A couple of weeks ago I was approached to be included in a Sales Hall of Fame publication.

The one thing they requested of me was a short video with my number one sales tip that they could include on the website. My number one sales tip? “No problem,” was my first thought. Then, the more I thought about it, the more of a problem it became. To make a long story bearable, I did finally come up with the “one,” but in the process, I thought of several others too, which you might find helpful.

My Key Sales TipsRead the rest

Sales by the Obvious, and Not-So-Obvious, Numbers


There really is no debate that sales are in fact a numbers game. Here are some of the sales numbers you know about along with some others you may not.

The Obvious Numbers

The more people you talk to, the more business you will do. Even a blind pig finds corn. If you talk to enough people, you will eventually bump into someone who says, “I need what you have” or, “I know someone who needs what you have.”

When someone fails in sales, 99.9 percent of the time it’s the result of a lack of activity. They didn’t make … Read the rest

Business Etiquette for Salespeople — Some Finer Points


Most business etiquette is common sense. The following are some finer points.

  • If someone tells you that you didn’t get the business, smile, find out why, thank the person for their time, make sure the door is open for the next opportunity,
  • and exit courteously.
  • Always allow the customer or prospect to decide where you’re going to eat unless they are visiting your home turf and ask you to choose. At that point, ask what kind of food they prefer, and give them a choice of locations.
  • If you have someone else from your company with you, always let the
Read the rest

How to Become Great at Selling


Steps to sales greatness.

Do What the Top Salespeople Do

This is arguably the most obvious, most basic, and most important step to becoming a top salesperson. It’s simple: If you take the same actions as the top salespeople, you will eventually also be a top salesperson. If you do the same things as a mediocre salesperson, you will be a mediocre salesperson. Find the top salespeople in your company and pick their brains. In addition to top salespeople in your company, get advice from top salespeople in other industries.

Learn Everything You Possibly Can About the Subject of SellingRead the rest

The Most Important Business Building Questions


If you’ve read many of my articles in the past, you’ve undoubtedly come across my statement that the biggest key to business-building and sales success is activity, or more specifically, activity that leads to sales: prospecting, presenting and closing.

It’s simple: the more people you talk to, the more business you’ll do. Even a blind pig finds corn. If you talk to enough people during the day, you’ll eventually bump into someone who says, “I need what you have,” or “I know someone who needs what you have.” Below are some questions you can use to direct your days activities.… Read the rest

Sales Is Still a Numbers Game


There seems to be a cliché among sales trainers these days, and that is: “Sales isn’t a numbers game.”

I believe most sales trainers are saying that for shock effect and to sound different and controversial. I also believe they are saying that because they think that’s what salespeople want to hear. The reality, and what salespeople need to hear, is that sales is and always will be a numbers game. It’s simple, the more people you talk to, the more business you will do, even a blind pig finds corn. In other words, if you talk to enough people … Read the rest

Foundation for Top Sales Achievement


As the saying goes, “A house is only as strong as its foundation.” It takes a strong foundation to ensure sales success. Following are the several high‑achievement ingredients necessary to build that strong foundation.

Ingredient #1 for High Achievement: Be in Sales for the Right Reasons

The first thing I look for in a potential new sales rep is people skills. In order to have long-term success and become a top achiever, you must be able to understand and communicate with people while also having a great capacity for empathy. Genuine caring and a desire to serve and help people … Read the rest

Sales Success: Are You IN or Are You OUT?


I was recently speaking with a manager at a real estate office about what makes some agents successful and others unsuccessful.

He told me, “John, I can sum up the difference between the successful agents and the unsuccessful agents with one quick example: during a major blizzard when everything is shut down and everyone is at home, my top agents are making phone calls to prospects because they know they have a captive audience, and the rest of my agents are posting pictures on Facebook of the cookies they’re baking.”

I’ve noticed a similar phenomenon when I speak. Afterwards it’s … Read the rest

How Many Hours per Week = Sales Success?


Recently I was speaking with an agency owner about the lack of success of his two most recent hires.

When I asked how many hours they were putting in, the answer was, “About 45 or 50 per week.” Keep in mind, these agents are in their 20s, are new to the industry and relatively new to sales. In other words, not only do they have to spend time learning about an industry they know next to nothing about, they also have to learn how to sell, in addition to learning the ins and outs of the new company they work … Read the rest

Building a Successful (Sales) Culture


You just hired the perfect person: great work ethic, positive and upbeat, they show up early, leave late, take 10 minutes of a 15-minute break, and do more than expected, and more than you ask for.

Now let’s take that person and put them into an environment where people are negative, aren’t held accountable, take three days off for a hang-nail, show up at 8:05 then spend 45 minutes “getting ready” for their day, start preparing to leave at 3:30 and leave at 5:00 like there’s a fire drill. What happens to that perfect hire? One of two things: they … Read the rest

The Biggest Mistakes Made Managing Salespeople


There are five primary mistakes when it comes to managing salespeople. Almost every organization makes one or two of these, but most make more, many make all five. Each mistake you eliminate will add about 20 percent in additional revenues to the bottom line. That said, if you have and clean up all five, it could lead to an exponential revenue increase of 200 percent or more.

Mistake #1: Having the Wrong Person

This is usually a hiring mistake, though it could be someone who has become complacent over the years and is no longer doing their job. If it’s … Read the rest

Overcoming the Salesperson’s Biggest Obstacle: Call Reluctance


By far the biggest reason salespeople fail is that they don’t make enough calls to talk to enough people to get enough prospects in order to make the necessary sales. There are two causes for this: one, not putting in the hours necessary and two, call reluctance.

While the first one is a problem and needs to be addressed, I find that the latter far outweighs the former. If you watch your average salesperson during the day, even when they are “working” they avoid making calls. They do paperwork, clean their desk, check e-mail, service accounts, do research, and find … Read the rest

Have Your Best Sales Year


Warning: If you’re looking for a shortcut or easy way to your best year, you probably won’t like this article. What I have to say is not what the majority of the population wants to hear. That said, it is what you need to hear if you want to have your best year this year.

Tip #1: Work Harder

This is the tip most people won’t like. Here’s the thing about hard work: the harder you work by making more sales calls, the more your sales will increase. Want to increase sales by 20 percent? Simple, increase your sales calls … Read the rest

The Most Important Character Traits of Successful Salespeople


We know there are many character traits that determine long-term sales success or failure. That said, I find there are two key traits that really separate the cream of the crop from everyone else.

Trait #1: Extreme Ownership

The most successful salespeople take complete ownership of everything in their life — and I do mean everything. From sales numbers all the way to car accidents, they see themselves as ultimately in control of, and responsible for, anything related to getting their job done and meeting obligations. In this way they are empowered so that when something goes wrong, they can … Read the rest

Why You Should Take Sales Rejection Personally


All of us have heard, pretty much since week one of our sales careers — “Don’t take sales rejection personally.” You know the mantra: “They’re not rejecting you, they’re rejecting your product or service.” I have to admit, I agreed with that for my entire 31­‑year sales career until a recent experience changed my mind.

About two weeks ago I was calling insurance agencies to let them know about a sales seminar I was doing for one of the local state insurance associations. Typically this is a very warm call where I simply state my name, the name of the … Read the rest

A Reason Why Many Salespeople Fail and How to Avoid It


In an article by friend and colleague John Brubaker (CoachBru.com), he stated, “According to a U.S. Department of Commerce research study, in the first five years of a business the survival rate for independent small businesses is less than 20 percent but the survival rate for franchises is 95 percent.”

He continues: “…it isn’t so much the name recognition… it’s the fact that with a franchise you get to utilize a turn-key set of business operations [a successful system that works] as opposed to having to invent the wheel in your own business.

“…Starbucks [has] an excellent system, which is … Read the rest

Follow the Tried‑and-True Path to Sales Success


Avoid Sales Gimmicks

Over the past week I’ve been inundated with e-mails for webinars, classes and courses telling me that sales and business building is easy. They claim that you don’t have to work hard, just listen to the webinar and you’ll get the magic bullet to working a fraction of the hours you’re currently working while closing 90 percent of the people you talk to. Oh, and don’t worry about the fear and discomfort that usually stop you; with their secret formula those will magically disappear. It will be all sunshine and rainbows.

Unfortunately people still fall for schemes … Read the rest

Four Keys to Massive Sales Success


I was recently speaking with an extremely successful executive (he asked to remain anonymous) who is known for being able to walk into an organization, clear away all the clutter and nonsense, and make them extremely successful. He boiled his process down to four keys which can also be applied to successful selling.

Key #1: Simplicity

The formula for success in sales really is simple. It comes down to talking to enough of the right people the right way. That means talking to plenty of qualified prospects and having the skills necessary to find a problem, solve the problem, and … Read the rest

Why Sales Success Is the Exception, Not the Rule


To be successful in the world of selling you need to be a contrarian.

In every industry, successful salespeople are the exception, not the rule. In the insurance field, only about 20 percent of the agents who start are still agents 10 years down the road. In real estate, the average realtor sells three houses a year, and even though some may stay in the business because it’s the family’s second income, and the company allows them to, three houses a year is poverty-level income. In the corporate world, most salespeople don’t make quota and in many cases, even those … Read the rest

Clients for Life: From First Sale to Long‑Term Relationship


I’ve had a lot of people ask me about client retention because it’s something I’ve been very successful at over the years. On that note, here’s how I did it from the initial sale all the way through the entire long-term relationship.

Steps to take with the initial sale:

Step 1: Verbally thank the client for his business when you close the sale.

Step 2: Review expectations and what will happen next.

Whatever your particular steps are, go over these steps with the client and let him know how and when he will be kept up to date.

Step 3: … Read the rest

The Most Important Sales Conversation


There is a much-overlooked aspect of sales success that is rarely spoken about and barely attracts attention: self-talk.

The most important conversation is the one you have with yourself. The reason that conversation is so important is that the words and language you use both reveal and reinforce your beliefs about yourself and the world. Those beliefs dictate the action you take, or don’t take, and ultimately determine success or failure.

If you have a problem selling, you more than likely have a self-talk problem. The difference between the top salespeople and everyone else is that the top people became … Read the rest

Overlooked Sales Tips for Added Success


Try these sales tips for added success.

Stop Working Smart and Get Back to Working Hard

Most salespeople use “working smart” as an excuse to avoid hard work, especially the traditional methods of prospecting such as cold calling. They think work smart means work easy. As a result, they look for shortcuts and safe alternatives to prospecting on the phone and in-person. They try to prospect via social media and e-mail and kill so much time looking up information on prospects, that they don’t have time to make the number of calls necessary for success. While there are times you … Read the rest

How to Build Relationships in Your Organization and With Vendors


We all know relationships are important with clients. If you own the relationship with a client account, you most likely own the business. Just as important as client relationships are the relationships within your organization and with vendors who help your business run smoothly.

Problems in these relationships usually lead to problems in client accounts, which could result in lost business. You also spend a good amount of time with vendors and co-workers, so the better your relationships with them, the more pleasant your work life will be. All of that said, how do you ensure good, solid relationships within … Read the rest

How to Communicate Effectively During the Sales Process


In theory sales is pretty simple: communicate the right way with the right people, and you’ll make sales. It’s in practice that most people complicate the issue. So how do you keep it simple?

Assuming you’re selling something where someone has to deal with you for any length of time, in other words, you’re not selling batteries at Walmart, you need to get several points across:

  • You care.
  • You’re trustworthy.
  • You understand their problem.
  • You’re competent and can solve their problem.

That said, effective communication begins with mindset. First, you must be completely sold on and have confidence in … Read the rest

The Biggest Mistakes Salespeople Make


Mistake #1: Thinking That Servicing Accounts Is More Important Than Selling New Ones

I once had a coaching client show me a stack of folders and say, “This is why I can’t be out calling on new clients.” When I asked what had to be done, she picked up the first folder and said, “I’m waiting for a number from the State of Rhode Island on this one.” To which I responded, “Really? A salesperson is sitting in the office waiting for a number from the State of Rhode Island? No one else can handle that?” That is akin to … Read the rest

Building Your Sales Machine


The “how-to” behind building a highly effective, competition-dominating, sales juggernaut is actually fairly simple.

What isn’t simple is executing the steps and sticking to the plan. The dedication and resolve necessary to start and complete the process is where the majority of people fail. That said, if you’re ready to skyrocket sales in your organization, here are the steps to get it done.

Super-Intense Sales Training

The most important tool a salesperson can have in their arsenal is great sales skills. Yet, while most organizations spend tens or even hundreds of thousands of dollars on a new producer, send them … Read the rest

Selling Is Changing — Not Really


This past week I’ve received three separate e-mails from various sales gurus talking about how much sales has changed. While the internet, social media, and advances in technology have altered some of the peripheral aspects of selling, the foundational principles and keys that lead to sales success have remained the same.

Sales Facts That Will Always Remain the Same

  • Sales is still a numbers game

Ninety-nine-point-nine percent of the time failure in sales is due to a lack of activity — in other words, not making enough calls. Now that we have the Internet, I know sales reps who spend … Read the rest

What Leadership Needs to Know About Sales


In the leadership role you probably already get that sales is the primary key to massive success and prosperity.

As you know, the most successful companies sell better and more than everyone else. Starbucks doesn’t have the best coffee, they’ve simply sold an enormous number of people on doing business with them. That said, to ensure colossal success for your company, here are the sales facts you want to ensure your company is living by.

Fact #1: Sales Has to Be at the Top of the Food Chain

Everything starts and stops with sales. Without sales, there is no service … Read the rest

Holding Salespeople Accountable


One of the biggest issues I see when it comes to managing sales teams is a lack of accountability. Here are several steps to address this particular problem.

Set High Standards During the Hiring Process

Whatever your standard expectations are for your salespeople, double those expectations when talking to a potential new hire. For example, if you expect your salespeople to make 50 phone calls a day, tell the candidate it’s 100. If you expect them to go out and knock on 25 doors a day, tell them it’s 50. If you expect them to work until 7 at night, … Read the rest