The Best Players Practice

Sales professionals who have been in the game for years and years often feel as though they know the rules, the best practices, and the way forward well enough that they have no need to practice.  What happens, in practice, is that these people become stale and less skilled than they could be.  Their performances…

Do Your Homework

In our modern information age, it’s very easy to learn a lot about people, businesses, and so forth.  Company websites, news portals, LinkedIn, and good old search engines can tell you a lot.  When you make an appointment with a prospective client, you have the means to be prepared.  Now, during the appointment, don’t go…

You’re a Sales Professional

In business, you are what you are paid to do. In sales, you are paid to sell.  That’s your job. That’s what you do. That’s what’s expected of you.  Embrace it for what it is. A lot of sales people, feeling that the label of sales isn’t glamorous enough, disguise what they do with fancy…

Get Thee A Plan

Every sales professional needs a plan, a clearly articulated sense of where they are, where they want to go, and what they need to do, step-by-step, to get there.  I say “clearly articulated” because a lot of people have a vague idea about these things, which they think constitutes a plan, when in reality they…