For Salespeople, It's All About Booking Sales

For Salespeople, It’s All About Booking Sales

I have actually witnessed salespeople hiding out in their offices, pretending to be busy, so they wouldn’t have to go out into the cruel world to find and book new sales. Some of these salespeople work harder at avoiding sales activities than they would have worked at selling. It seems odd, but it is true. [...]

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Selling Is a Lot Like Physics

Selling Is a Lot Like Physics

Isaac Newton, in his First Law of Motion, concluded: “An object that is at rest will stay at rest unless an external force acts upon it” and “An object that is in motion will not change its velocity unless an external force acts upon it”. My vast experience in selling, managing sales people and training [...]

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How to Win Friends and Influence Sales

How to Win Friends and Influence Sales

One of my all time favorite sales books is How to Win Friends & Influence People.  I often refer to it as the Sales Bible.  The book contains literally everything you need to know to be successful at selling.  In fact, I’ve often commented that all great sales books have their origins in Dale Carnegie’s [...]

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Selling - It's a Matter of Time

Selling – It’s a Matter of Time

Do you realize the number one excuse for anything and everything in this world involves TIME? I got up late, I don’t have time, it took longer than I thought, I went to bed too late, there’s not enough time in the day, I’m too busy, if I had the time I’d do something else, [...]

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Spend Your Sales Time And Effort Where It Counts Most

Spend Your Sales Time And Effort Where It Counts Most

Many years ago when I lived in Cleveland, Ohio I witnessed a futile effort of diminishing returns. The Cuyahoga River, a bastion of industrialization had emptied its polluted waters into Lake Erie for more than a century. The river had become famous when it literally caught on fire and Lake Erie gained notoriety when it [...]

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Profitable Sales Never Come From Lowest Price

Profitable Sales Never Come From Lowest Price

I was talking to a client today about competition and lowest price, in the never-ending battle to win sales and market share.  It reminded me of what we referred to as “gas wars” during the sixties and early seventies.  With a service station on every corner, there was fierce competition.  One station would lower their [...]

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