21 Reasons Why I Can’t Make My Sales Numbers

Are you hearing any of these statements when you talk to a salesperson about their sales or lack thereof lately? Take a look. Oh, and feel free to add your own. The economy is down and the news said we are heading for a recession so everyone is scared to buy my products. The war […]

No, Not The Price! Anything But That!

You have to believe in your product. You have to feel like you are doing your customer a favor by getting her to use your products and services. If you believe that you have the very best product that money can buy, then and only then will you be a great salesperson. I am always […]

How Much Would it Take?

Okay, you’re in sales. You have a decent base salary and a good but normal incentive and commission plan. You know, not Beverly Hills real estate commission money. Not Wall Street money, but the kind of money you make as a regular good salesperson. If you hit all your numbers, if you make your forecast, […]

Need Help? Just Ask For It!

When you’re stuck, it never hurts to ask for help When you’re stuck, when you just can’t make any headway with a customer, when you feel that you have exhausted all of your own resources and ideas and don’t feel that you have another move left in you, it’s time to call for help. The […]

Are You Selling What Your Customers Want?

Our customers will buy what they want, now what we want to sell. That is kind of a pain isn’t it? No matter how great our product is. No matter how compelling our sales pitch is. No matter how absolutely convinced we are that our customer should be buying what we’re selling. If that customer […]

Great Salespeople Never Quit!

If you are in sales and you treat it like, well just a job, you will never succeed. You have to do it with intensity and passion and seriousness. This is the life you chose. This is how you make your living. This is what you do to put bread on the table. This in […]

Kick Start Your Sales Today!

Are you stuck in those sales doldrums, the bane of even the best salespeople? You know what I’m talking about. Everything has come to a standstill. You’re not even hearing from your good customers. You are not getting any answers on those quotes that looked so promising when you sent them. You are sitting at […]

Salespeople Say The Darndest Things

If we only had (whatever it is your company doesn’t have) I could double my forecast.  Your product is your product, sell what you have, not what you don’t have. If we only had the spec or qualification we could double our sales, everyone is asking for it now.  Same as the last excuse. Sell […]

Great Salespeople Find A Way 

I once heard a sales motivational speaker talk about excuses salespeople make for not selling. He had a routine that went something like this.  You can never sell on Monday, people are just getting back to work, and they don’t want to be bothered with talking to a salesperson. They will get aggravated if you […]

Sales Is A Team Effort

Look, let’s face it, it’s much too easy to blame the salespeople for a lack of sales. So many times, I have heard frustrated operations people blame the sales team for a lack of adequate bookings. But ironically, if their sales team starts booking more sales, they will say that the sales team just got […]