93: How To Dream BIG In Sales
Have you ever thought about where you want to live if you win the lottery? Creating a strong, vibrant image of our dreams is important and we must have a vision of success. We should be able to see, feel, hear, touch and smell our dreams. They say that stories sell. A story with visions of results sells better.

92: The Peanut Butter and Jelly Selling Strategy
Every business should follow a proven selling process, consistently. It could be as simple as following my award winning triple decker peanut butter and jelly sandwich recipe.

91: Success Strategies to Reach More Customers
Reaching customers isn't as easy as it was twenty years ago. Twenty years ago, there were three ways to reach a customer. The Internet and digital technology changed the business world. We must adjust our communications to match customers and prospects preferences

90: What Is the Lifetime Value of A Customer
Do you know the lifetime value of a customer? If you knew, you would take better care of your customers. Good customers are like comic books and baseball cards. Who would have thought they would become so valuable over time.

89: How To Sell a Cat - Curiosity Of Course
They say that curiosity killed the cat. Satisfaction brought it back. Another title for this article might be, "how to make more sales creating prospect curiosity." Now that you have read this, you should read a little further to capture the truth behind the statement. Isn't curiosity wonderful?

88: A Master Salesperson is a Constant Gardener
Selling is just like tending a garden. When you follow three master gardening guidelines, you become a master salesperson. Tending prospects and customers with a system of constant contact, makes the difference.

87: Losing Berries Is the Same as Losing Sales; Do We Really Have To Lose Them?
The reality of business sales is that most prospects aren't ready to buy, when we are ready to sell. I have experienced the same loss in sales. If we are not there when a customer is ripe for our services or product, we lose a sale. We simply have to be around, checking the vines if we expect to collect our bounty when the prospect is ripe.

86: The Workflow Selling Solution for Sales Growth
When we are selling to our customers, it is important to uncover the pain of the customer. Sometimes the customer doesn't want to recognize they have a problem. Sometimes the customer is willing to ignore the problem they have. Our job is to help them realize that unless they change, disaster may hit them harder than they want.

85: Why Changing Course is a Matter of Knowing Where We are Going in Sales
The right sales strategy is to make the required course adjustments of our solution with our client throughout the sales process. The only way for us to know what the buyer's challenges are, is to raise these issues during the sales development phase with good questions.

84: Sales Leaders Create a Vision That Places Them First
The facts demonstrate is that most people don't want to be first in line. Being first in line has some risks. Our sales role is to create the vision of success in the hearts of our customers so they see the advantage of being first in their market with our system or solution.

83: My Lucky Sales Calling Formula
when I discovered the CEO was the voice on the telephone, my blood chilled to the core. However, this was my opportunity and it was the moment salespeople wait for. I needed to collect myself and create a sense of interest and share my reason for calling. You might say that I was lucky. I don't think so. It was simply a matter of preparation meeting opportunity.

82: Why My Sales Manager is a Computer Program
The computer will replace a salesman's best friend when it is programmed to perform the duties a salesperson doesn't like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls.

81:The Automated Sales Person
Customer Relationship Management (CRM) tools promote their ability to help salespeople automate the sales processes. However, there is a valid reason most salespeople or businesses can't adopt sales automation successfully and increase sales.

80: How to Survive a Difficult Challenge in Sales
This is an article about sales as much as it is about challenging the Grand Canyon. I have ventured into the belly of the world wonder seven times. Each time it has been a different experience. The experience of each journey is like a sales experience because, although the journey is similar, it is never the same.

79: The X Factor In Sales Success
Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy.

78: The Poker Selling System
Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!

77:How to Teach a Sales System with Playing Cards
Salespeople need a balanced system of using the basic four communications to be successful in sales. This playing card system makes it easy for anyone to adopt a balanced sales plan. Particularly when the business offers a suite of services or products. All you need is a deck of poker cards to get started.

76: Sales Management by the Numbers
Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don't keep track of the vital numbers to make the analysis.

75: The X Factor in Sales Management
Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.

74: How to Create A Vision For Sales Success
When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need.

73: It's The Sales Process That Sells, Not the Salesperson
Some salespeople don't realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost.

72: Why You Want to Torment Prospects and Customers?
Is your sales team good at sales tormenting? Before you answer this question, let's define what the objective of sales tormenting might be. When I think of tormenting, what comes to mind is a series of small actions that when added up, break down the opposition so they award us what we want. While this might seem cruel and unusual, we can not deny the effective nature of its application.

71: Why Experience Doesn't Guarantee Success in Sales
There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed like they would be perfect for sales because of an out going personality and good looks?

70: The Power of the Reminder in Sales
If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically.

69: Automate Sales and Start a Revolution
Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.

68: How to Revolutionize Sales With Automation
With today's technology, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does.

67: The Forward Thinking Sales Manager Begins with the End in Mind
If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.

66: How to Develop a Master-Planned Sales Plan
If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business.

:65: The Game of Sales Has Rules, Follow Them or Your Out!
If you hit a baseball and run towards third base. We both know you would be called out. In the game of sales, salespeople are called out everyday because they head for the wrong base in sales. There are rules in sales like there are rules in baseball.

64: Why a Salesperson Fails at Selling and How to Prevent It
If you stay in sales long enough, you realize that you can't fix low sales activity. This is as blunt as I can put it. Sales activities drive opportunities which lead to sales.

63: Prospects, You Can't Make Them Drink if They Aren't Thirsty
Prospects can be exactly like the horse that was led to water, but didn't drink. Sure we can spend lots of time with them and show them plenty of food and water. Even so, they might not eat or drink of what we are offering them. This is why we must make them THIRSTY!

62: The Basics of Selling - Hunting and Farming
This week I was involved in a situation where a salesperson that had lots of energy, didn't seem to be reaching the success or goals expected. It was clear that the sales activity was there. However, after listening and watching the salesperson in action. We knew the sales process wasn't being followed. The situation made me think about how easily we can slip into bad habits.

61: How to Handle Sales Objections as Opportunities
The primary reason professional salespeople don't get objections is because they eliminated them along the way. It is almost as if a professional salesperson gets advance warning that the client may have an objection. Before the client has a chance to voice their concern, the salesperson identifies it, supports it with information and overcomes the objection

60: Why a Good Sales Plan Today - Sells Better Than a Perfect Plan Tomorrow
Too many salespeople including myself will focus on developing a perfect sales plan before they make the first call. To often the perfect letter never reaches the client because it isn't mailed. The sales call isn't made because the salesperson doesn't know the exact words to say.

59: Confessions of a Serial Salesperson
When the Judge was presented with the business development evidence, Taylor Success confessed and was clearly identified as the responsible individual for sales growth. Taylor Success was easily tracked down when we followed the trail of consistent sales contacts indicating serial salesperson tendencies.

58: Why an Analog Notebook Improves Sales Success
Do you search through piles and files on your desk looking for prospect and customer information? If you do, you need a simple system to eliminate this wasted time. Some salespeople have tried using digital technology to improve this sales nightmare. I was one of them and finally gave up, reverting back to the tried and true analog method of a pocket spiral notebook.

57: Dumb Salesman Reveals Gate Keepers Secret
You wouldn't think a dumb salesperson could get anywhere. Nothing could be further from the truth. Acting dumb on cold calls is one of the smartest sales strategies for breaking down the gate keepers information storehouse. Gate Keepers don't want you to know this because acting dumb, works.

56: Real Life Challenges of "Deal or No Deal" in Sales
The popular television program, "Deal or No Deal" probably frustrates you like it does me. What is wrong with those people on the program? Take the DEAL! These are the words I shout from my home. It's also the words I secretly shout in my head to clients when I'm selling to them.

55:How to Manage Sales By the Numbers
I hated math in high school, which explains why I struggled through Algebra One two times and finally passed it my senior year. I hadn't expected math to become a major influence in my life. I didn't care how many apples Johnny had to have if he needed to eat one, three time a day over 14 days. I didn't like apples that much. I didn't get it then, but I love numbers today and I like apples too.

54: Dad, I'm a Super Hero - I'm in Sales!
Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I'm the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud.

53: When Important Sales Intentions Go Bad
If you are in sales, there are some ugly statistics that should alarm you. Research indicates that prospects attending trade shows and exhibits aren't waiting for your sales follow up. Why should they? You probably won't contact them anyway. Besides, cleaning day will wipe out most of the sales leads anyway.

52: If There is No Pain, There is No Gain in Sales
If you have climbed the difficult mountain of sales to a point of success, you understand the pain of rejection. You have faced negative thoughts about your character and pushed forward. You knew you could do it and pushed past the negative forces that stood in your path. Self doubt is an adversary in our sales career that we must each over come.

51: That Buyer Is An Idiot!
As I stormed out the door of the building my blood was pumping and all I could think of was how dumb the buyer was. How could this idiot not choose my deal over the one they selected? If you haven't felt like this at one time or another, you haven't been in sales very long. All I needed to do was sit in the car, look in the mirror and realize who the dumb one really was. I was looking at him.

50: When NO, Doesn't Mean NO in Sales!
When a prospect says NO, don't jump to the conclusion it means never. The answer could mean "Not Now"! It does mean that you should back off and evaluate the situation carefully. The prospect could be telling you they are not ready right now. Do you have a sales system that pro actively contacts prospects that aren't ready? If you do, you will get calls from these prospects telling you, I'm ready now!

49: The Sizzle of a Sales Letter
In 2006 the US Post Office will deliver 212 billion pieces of mail to over 144 million homes, businesses and Post Office boxes. The question is, how much of that mail hit its target? How much of that mail was opened by your customers? The bottom line is that business printers can help you reach your sales growth targets when you design business letters or mailing campaigns to include variable components that personalize and target your customers.

48: Why a TiVo Mind Set Wins More Sales
Establishing a TiVo mind set will help you sell more if you use it. Missing the key phrase the client says or miss an important detail, kills sales. Rewinding the sales appointment to capture the important and hidden details of the call wins more sales.

47: What Sales Steps Of Success Are You Following?
Too often we rush the sales process or don't follow one. It is easy to get excited about a sale when the prospect is attentive and listening. The temptation of jumping ahead when we hear what we think is a buying signal is strong. If the situation is not ripe and we move to quickly we can easily spoil a good opportunity.

46: The X Factor In Sales Success
Do you know how to apply the power of the X factor? The X factor in sales is simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this simple equation, they are released from the limits of time and energy.

45:A Simple Plan to Sales Success
A Sales Plan is like a map to success. If you don't have one, you won't get there. Here are four ingredients a sales plan must have.

44: If You Don't Ask, I Won't Tell and You Lose a Sale
The fold back side mirror feature on the Volkswagen Jetta was the clincher in our quest for the perfect car. Salespeople never understood our problem and what we were looking for. A few sales questions made the difference in our owning a Jetta. Don't lose sales by not asking the right questions.

43: How an Old Swimming Lesson will Keep You Afloat Instead of Sinking in Sales
Swimming and Selling are very similar. It is critical for a salesperson to relax in front of the prospect or customer. Just like in swimming, we will sink if we tense up. One exercise we can use to improve our success in relaxing is to think peaceful thoughts and mentally slow down. There are more sales strategies to apply in this article.

42: Which is Better - Hire a Salesperson or Invest in a Sales Assistant?
What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson.

41: Why Sales Management has Special Insight on Sales Calls
If you have a sales manager or someone above you in sales, are you using their special powers? Your boss probably has insight you don't know about that will break open sales for you. When you learn how to use this, everyone wins in sales. Most managers would love to be taken advantage of in this manner. I can't think of one sales manager who wouldn't want to be used like this.

40: A Good Pigeon Knows the Way to Sales
Outside Sales can be a challenge when we face a tough, secured company or organization. It helps to try multiple methods and contact several people using the information we find along the way. Our once easy walk through the front door of a business to get information has changed and security concerns may prevent us from reaching our contact. In some cases we will find a lonely telephone behind the front door and nothing else. These new security challenges won't prevent us from reaching our contacts. We must adapt and find new ways to achieve our goals.

39: The Half Truth of Cold Calling vs The Sales Ratios Revelation
My sales manager was right, "the more cold calls I made the more sales I made". However, I was fighting a losing battle with time. There simply weren't enough hours in the day to meet my sales goals. Fortunately, I began examining the sales numbers and noticed a more important equation in sales.

38: The Blinking Salesperson
When someone questions price and/or adds a moan when they hear the price, don't be alarmed. Relax because they might just be thinking about something other than price. Here is a sales lesson about what happened when I recently bought eyeglasses and walked away with a free lunch.

37: How to Develop Sales like a Garden of Profits
The care and development of sales and gardens is in full season. We can learn a lot from Expert Gardeners on sales planting and toiling the soil. There are many similarities to gardening and sales. Here are a few strategies to apply.

36: How Questions Help us Focus on the Reasons Buyers Purchase
Lets say I want to buy a nail from you, will you ask me why? Or, will you take my order and sell me what I think I need? Will you give me a demonstration on why your nails are superior to the competition? Or, will you ask me questions on how I will use the nails? Your questions will make the difference.

35: How Using the Digital Highway Instead of the Asphalt Highway Improves Profits
Digital selling techniques will safeguard your profits and grows your business dynamically. These sales strategies are designed to slash your sales expense. The age and reign of the automobile and the asphalt highway is over. Embrace the benefits of the Digital Highway and enrich your sales.

34: SWM, Professional Seeks Motivated Buyer for LTR
Newspaper personal ads are a great source for sales ideas. Where else can 25 words make such a difference? When you think about it, salespeople are faced with the same challenge of attracting the smart, desirable, striking and motivated buyer of their dreams.

33: Why Business Must Practice Multi-Media Sales Techniques
The impact of the Multi-Media generation mandates a change in the way business sells. Unfortunately only 20% of sales professionals practice new sales skills. If sales people and business doesn't adapt and embrace technology sales will be lost.

32: Who is in Control of a Sales Call - the Quiet One
Have you ever asked a salesperson a question and instead of getting your answer, you are asked another question? While this may seem frustrating, it is common for an experienced salesperson to use this tactic. Experienced sales people understand the art of questioning and how to take control of a conversation by asking questions.

31: Fire Branding Customers to Your Business
The idea of fire branding customers comes from my grand daughter, Taylor. I realized that several companies are fire branding their image everyday. All I have to do is see a red and blue swirl and Pepsi comes to mind. A few yellow arches and hamburgers with fries make me hungry. A consistent image is what makes this work for them.

30: Buyers Are Sharks, Don't be Shark Bait
If you have walked into the domain of a Top Buyer, you know the courage it takes to walk out with the information you need. If we are not careful, the Shark (buyer) will feed us with questions and discard us when they are finished. We can reverse this with a few questions of our own.

29: Do It Once - Do It Right - Repeat - Automate
Businesses can transform their sales when they follow the recipe for success that franchising has used for decades. The formula is easily followed in three steps. Document, Duplicate and Automate.

28: Which Sales Strategy Wins the Game of Sales - Offense or Defensive?
Who do you think will win the championship? My belief is that a good defense always beats the offense. However, if we asked the same question about sales, what would be the answer? Is it better to have a strong offensive strategy? Does a defensive strategy make more sense?

27: Stretching the Rubber Band to Create Change in Sales Habits
The rubber band is a symbol of bad sales habits we want to change but are pulled back by the tugging force. We can break this force with help from others. Alone we are hard pressed to make the change. Embracing help makes the difference.

26: How to Make Customers Stick Like Fly Paper
If salespeople were more like fly paper, they would connect more with customers. They would talk less, listen more and uncover more opportunities to create a solid grip on prospects and customers. Here are a few sales tips to make customers stick like fly paper with multiple contacts.

25: It Pays to Challenge Customers, They Aren't Always Right!
Because I sell for a living, I can't always follow the customer service philosophy that "the customer is always right". Challenging customers is part of sales because if we want to prescribe the right solution, we must get to the truth with our customer. Sometimes, customers don't start out telling us what we need to know.

24: How to Get C-Level Sales Appointments with a Digital Camera
One of my secret weapons for getting a C-Level sales appointment is to use a little imagination, creative writing and a digital camera. The idea started with an April Fools joke and has become a powerful sales tool.

23: Why We Miss Sales Opportunities When We Don't Recharge Our Personal Batteries
We miss opportunities in sales when we are too tired to listen and we need to recharge our batteries. The focus and attention to detail is critical to our sales success.

22: How to Become an Obnoxious Salesperson in 3 Easy Steps
Bad habits are hard to break. We look at three steps that lead you to become an obnoxious salesperson. If you avoid them, you will sell more and customers will love you.

21: It's the Process that Sells - Not the Salesperson
If you don't follow a sales process, you're losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. When salespeople focus on the stages of the sale and what the next step is, they win more deals. Are you following a process?

20: A Sales Process Must be Certified to be Successful
If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade.

19: How to Talk Yourself Out of a Sale -Just Keep Talking
Customers give signals when they are ready to buy. Sometimes the signals are small, sometimes they are blatant. If we don't notice them, we will talk ourselves out of sales.

18: Don't Commit Sales Malpractice - Ask Questions and Probe for Pain
We only go to doctors when it hurts and we want the pain to go away. However, Doctors don't prescribe unless they probe and ask questions. Doctors want to be sure of what they are prescribing. In sales, we need to adopt this strategy when clients are hurting. It is our role to probe clients with questions to understand their pain and problems. If we don't, it will be sales malpractice.

17: Barking Up the Wrong Tree Can Eliminate Large Sales
In large sales, do you know how to find a company advocate to help promote your sale? Or, are you barking up the wrong tree so to speak with the wrong contact. Finding the right contact to sell your product or service to is critical to success in large sales. They typically are the ones with the most pain.

16: Analog Salespeople Must Automate to Digital Sales
The natural evolution of an analog salesperson is to migrate to automation and technology. Unless this transition takes place, businesses and salespeople will be lost in translation. The need to understand the changing landscape is clear and analog salespeople must automate and embrace digital technology.

15: How to Trigger Positive Cold Calling Responses to Achieve Sales Objectives
Outside sales is a game of gathering information. We win when we trigger the right behavior patterns of the receptionist at the front desk or over the telephone. Learning what the triggers are makes us successful or engages rejection.

14: How Riding a Motorcycle on the White Line is like Reaching for our Sales Goals
Even in dangerous sales situations focusing on opportunities rather than objections helps us reach our goals. If we lose our focus, we run the risk of pain and frustration.

13: Pearls of Sales Wisdom using the Law of Reciprocation
A pearl of wisdom in sales comes with using the law of reciprocation and being generous. This law isn't found in law libraries but it does exist. It exists in our minds when someone is nice to us and we reciprocate with purchase power.

12: Why Tormenting your Prospects and Customers Works
Good and frequent communications is not tormenting your prospects and customers, it is good sales and marketing strategy. If you apply and vary communications it works best.

11: Break Out Strategy for the Invisible Salesperson
Break the mold of the typical salesperson so you don't become invisible. Research your prospects and customers so you stand out with information that helps you stand out.

10: Developing a Pro-Active Client Strategy
Pro-active sales strategies develop consistent, loyal clients. Close the door on competition and build long term business relationships instead of customers who will leave you during tough times.

09: Why I Would Sell My Kingdom for a Potato Today but not Tommorrow
Even a Potato craving will only last so long. Why we need to satisfy cravings and problem situations quickly or sales opportunities will subside and opportunities will be lost.

08: Whale Hunting is for Experienced Whalers
Going after large accounts requires a sales strategy that focuses on two major points. Points that a whale is interested and bring a large fish with you.

07: If You're in Sales - You are Corporate Dating Without the Flowers
If you're in sales, you are dating. Prospecting for customers is like courting for business and the sales strategies are similar. Some dating strategies always work. Frequent contacts and different method will win prospects. If we court poorly, we won't sell.

06: Game, Set and Match
Hunting for prospects is a sales role, narrowing the focus of the hunt for sales to match the business profile is sales managements role. Maintaining a focus on the ideal profitability characteristics for salespeople is critical to success in any businesses sales program.

05:The Snails Plight
If we don't know where we are going, it doesn't matter if we are a snail going in circles or a salesperson looking in the wrong place for sales. We will both be lost and soon fail to reach our goals.