Summer Sales Challenge Grows Revenues

Summer Sales Challenge Grows Revenues

Depending on when you are reading this, the Score More Sales Summer Sales Challenge is about to begin or it has begun already. No matter, you can get in on it at any point, although the sooner the better. For some people the Summer months are for planning long...
You Are the Ultimate in Added Value

You Are the Ultimate in Added Value

In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries: We will...
The key to your success may be less thinking

The key to your success may be less thinking

Lauren Bailey, President of Girls Club, asked me to deliver the closing keynote at their first annual conference. This presented a challenge for me. I teach sellers how to sell stuff…Now, I’m being asked to “tell my story” and share the failures and successes that got...
How to Stop Taking Rejection Personally

How to Stop Taking Rejection Personally

I can’t tell you how many times people tell me they “could never” be in sales. When I ask why, I get vague answers about not liking to sell or not being good at it. Eventually, when I bring it up, they’ll agree that one of the big issues is, they couldn’t handle the...
You Lost Me at “Hello”

You Lost Me at “Hello”

Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. But can enthusiasm be a liability? In a coaching session with a junior sales rep this morning, I was role-playing...
Ten Ways to Prepare for a Tough Negotiation

Ten Ways to Prepare for a Tough Negotiation

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party...