What are the three most important things that you want from your job? If you don’t know or if you can’t answer this question, you are not taking control of your life or your future and you are leaving life to chance and circumstance. Your job or business has expectations of you. You should have […]

Quick: when it comes to a buyer-seller interaction, who is really qualifying whom? Is it the buyer qualifying the salesperson via the buyer process, or The salesperson qualifying the buyer via the sales process? Hint: it has nothing to do with grammar—but everything to do with control. Got your answer? Next question: If someone was […]

Your sales behaviors will determine your sales results. Are you demonstrating appropriate or inappropriate sales behaviors? Behavior is the manner in which you conduct yourself. Sales behavior is the way you behave, the way you act, function or react. Appropriate sales behavior drives opportunities. Inappropriate sales behaviors, or lack of appropriate sales behaviors will drive […]

Tracking sales behaviors in a tough economy requires more discipline than ever before. Prospects are still out there and sales professionals need to step up, not step down, during these tough times. Tracking behaviors will ultimately keep you focused on the behaviors that acquire the best sales results. You must step up your disciplines which […]