Sales Training Blog

Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.

Fakin' It

Fakin’ It Sssh, what are you faking? (I promise not to tell, but you know what I’m talking about, right?). How’s business? AWESOME. Couldn’t be better. How’s cash flow? AWESOME. Not a problem in the world. How’s that event / group coming? AWESOME. We totally fill up every event. Now, I’m as positive and optimistic […]

Unlearning Your ABC's

Many sales people have come up through the ranks and have been trained to “always be closing.” You know what I mean. These are the sales reps that seem to be following a script barely taking the time or effort to really listen to what you / the prospect is saying. These are the sales […]

How to Beat the Competition

If you have competition in your business then join the club. Financial planners, IT consultants, branding and marketing gurus, providers of promotional products and the list goes on and on. You name it, well in New York anyway, and there’s REAL competition in your space. So, what’s REAL competition? Real means that your competitors are […]

When Making the Sale Isn’t the Best Solution

Picture it. I’m busy banging away at my computer catching up on all of the writing that needs to be done after a one week vacation and suddenly, the mouse stops working. I move my hand and nothing. Panic ensues. Yes, I know that sounds a bit extreme but you non-techies get it right. Sheer […]

How to Succeed at Sales When You’re Not a Salesperson

Not many little kids say they want to be a salesperson when they grow up. They want to be doctors. They want to be lawyers. They want to be scientists, firemen, policemen, actors, models, construction workers…you name it. But sales people? Nah. But here’s the thing. No matter what they become there will almost definitely […]

Being the “Go-to” Resource Makes YOU Indispensible

Last week 3 or 4 people emailed or called me to if I knew someone that could ______or if I could give them a couple of names of people that could help them with ___________. I listened carefully, searched my database and of course was more than happy to see if I could help out. […]

Business Lessons From My Kid’s Hockey

Now that the hockey season has returned this hockey mom’s thoughts turn to ice time and 6AM visits to the rink and oh no, not really. The kids take themselves to the rink now and as for me watching their games, leaving at 5AM for the early morning practice before school and so forth, it’s […]

Do You Have The Time for Success?

Frankly, I usually don’t like titles like this as I lean more towards tongue in cheek or slightly snarky lead-ins to my blogs. But this time, well, it’s different. I received an email this morning from a prospect that has been chatting with me about some sales consulting. The conversation had progressed successfully and we […]

Have You Ever Been Glad When A Client Relationship Was Over?

Sometimes you are simply glad and relieved that a client relationship is over. The reasons are many but a few of the more prevalent are: They nickel and dimed you to death They beat you up over every single decision They changed direction on a daily basis They paid late They were unpleasant to work […]

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