"One of the quickest ways to earn respect with your customers is to avoid the ten things that buyers dislike. Buyers dislike a lot of things: failure to listen; failure to make and keep appointments; lack of creativity. But the number one thing buyers dislike about sellers is lack of preparation. And the second thing is lack of interest or purpose." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"People tend to make two fundamental mistakes in their client meetings. First of all, they radically underprepare. And secondly, because of that, we're too focused on our message, on our outcomes, on our facts& figures, on meeting our sales goals. And that comes across very strongly. Clients can smell that a mile away. So, the meeting really has to begin hours, days, or even weeks before." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The biggest thing to do is to sell how you want to buy. Just think about your own buying habits. Think about the used car salesman who you don't like. Well, if you don't like him and you think he's playing games with you, then don't do that yourself. Think about the last time you did buy a car - you probably did like the salesperson, it was probably a great experience. Just look at what influences you, and then translate that to when you're on the other side of the coin." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"This is a good tip for any salesman out there today: go out into your industry and look at the problems people have. Ask yourself why people buy products like ours - not necessarily our products, but any product like ours. What you want to do as a salesman is capture as many reasons as you possibly can. Ask yourself what the business issue, pain or goal that goes with it is. Then try to match up your features& benefits to that." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think there are three ways to get attention for the products& services you offer. You can talk about them, you can write about them, you can have other people talk and write about them. Now for me, talking about myself, I find to be a big bore. And it's probably a big bore for other people to listen to me talk about myself. But I love having other people talk and write about what I can do for them" CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"What we've found is that a lot of salespeople out there are getting either slow decisions or no decisions, where in the past it was all about, 'Okay, here's the proposal, let's go.' The challenges on the other side of the table are every decision the customer makes in the area of buying come with a career implication. So there's a real tug-of-war out there in terms of the mind set of buyers and sellers." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"There are three core fears. All other fears are learned behaviors. The three fears are: the fear of failure; the fear of being rejected, and the really big one - the fear of success. That's the most common fear I see. The fear of really letting yourself make it big, because we have all these self-imposed limitations." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Five simple questions to your clients this week to help cash-flow fast. When you're finished and you have all the details outlined, ask 'Do I have your word on this?' Be firm but helpful - that will help your cash-flow, and fast." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think the big thing we have to be concerned about is, how do we distiguish ourselves? So when I speak to sales professionals I ask people, 'What do you do to keep from sounding and looking like everybody else out there?' The tough part is if you're an individual with an organization, sometimes you have to present information or products based on what your company hands you and it doesn't allow you the freedom to be different." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I would suggest that other than prospecting, selling against low-priced competition is the biggest single issue. And the reason for that is the crowded marketplace, the attempt on the part of buyers to commoditize products and services, the clutter that's in front of everybody. It starts with premature price questions and ends with somebody trying to whack your price." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"People view gatekeepers as either foes or friends, and they're not really sure how to deal with them either way. The traditional view on gatekeepers is to essentially go through them, to get past them as soon as possible so you don't hit resistance. Or they say, become friends. And the problem with becoming friends too quickly with someone is they feel that you may have a hidden agenda." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"What is networking and why do it? It's really about relationship building - it isn't about getting referrals. And I think that people walk into a networking event expecting that the business cards they take out will be referrals or actual business possibilities. But more often, connecting with people and building relationships and then meeting other people through those people is a broader possibility." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I firmly believe that thinking like your customer starts with being willing to think differently than you think now. Many of us have been trained to be experts on the products or services we sell. To be able to quickly list the features and benefits thereof and talk about how our clients can use our products in their business. But in fact that's not what our customers think about. We get the client to talk to us about the business objects they're trying to achieve, and then map our solutions." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"As I've been speaking and writing books, I've realized that there's a new playing field in our sales environment of today, and it's not what it used to be. The game has changed. It's far more competitive. And in a very competitive environment, what I learned as an athelete completely crosses over to the sales world as well." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"It does indeed come down to pricing. And most salespeople are terribly frustrated over the fact that they're out there trying to sell products and services and it boils down to price. But they don't realize that they are part of the problem. If you don't prepare and practice how to deal with it, you end up not dealing with it." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"There's one question that I think incorporates every aspect of the selling process. In the research I was doing, I was trying to understand more about how we come to closure with our customers. So as I was out in the field doing this research...it hit me that I had the perfect question." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The one secret weapon we have is the understanding of how the sales process works and why people make decisions the way they do. When we make purchasing decisions, regardless of what we're buying, we're making them based on an emotion. But, we're using the logical side of our head to justify why we're making that decision." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The premise is to increase the number of no's that you hear. By increasing the number of no's you hear, ultimately you will be hearing more yes's and be more successful. It's very counterintuitive. A lot of people hear it and they don't understand it at first." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The economic climate we're in is quite unstable. It's a buyer's market out there. There's a tremendous tendency toward commoditization, and that is, buyers deliberately making commodities out of the products& services we sell. A lot of times salespeople are looked at as being interchangeable. How terrible is that? So I look at the salesperson - not the products and services that they're selling - but the salesperson as being the key point of differentiation." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Telephone Terror - it's demoralizing, it can make you feel bad about yourself and make you feel like a failure - and it doesn't have to be that way. I don't care for the term, "cold-calling", because I think it sounds scary. I prefer "introductory calling" - you're calling to introduce yourself, your company, your product, your services. It's an introduction and we make introductions all the time." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I would say the biggest myth when it comes to generating leads for services, especially professional-type services, is that cold-calling does not work. Cold-calling does indeed work for services - if you do it right. The question is, how can you manage the transition from being the salesperson to being their trusted advisor? " CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"There's a common culture in sales, particularly when people are new to sales - they've got to get their sales pitch down, they've got to memorize certain things they need to say to customers, they've got to be real polished with their sales pitch. I like to help to get people thinking a different way, that the pitch that you're doing isn't nearly as important as the information learn from the prospective client - the things you can discover from them." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Most sales organizations have a bell-shaped curve. Maybe 10, 15, 20 percent of their people are in the disproportionately successful side, a bunch of people in the middle, and they've got some people who are struggling. And we've looked at what those disproportionately successful people do. What we've come to learn is that there are fundamentally four things that all of those great salespeople do." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The basic premise is that simply shifting one's focus from getting to giving, meaning constantly and consistently adding value to peoples' lives, is not only a nice way to live life but a very profitable way as well." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think one of the things we forget is that someplace along the line the customer asks the simple question: What does this mean to me? How am I going to pay for this? How much is it going to make us? What's the bottom line value to our organization? It's a tough thing to come up with, but someplace along the line, somebody asks that question. And you have to be prepared to help the customer answer the question." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Most people overlook the most tactical weapon in branding and that?s your sales force, because your sales force is out there meeting and charging into your market place every single day ? creating an impression and perception of your business. Your sales force is really the brand ambassadors ? your organization is being judged on the quality of how your sales people represent your product or service. Branding your sales organization is the first step in establishing value and trust in the marketplace.? CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"A lot of salespeople are very concerned about bringing up prices too early in the sale, which is a valid point. But on the other hand, if we don't somehow let the prospect have a feel for what their investment is going to be, when you get to the end they can just go pale. In fact, I've had people clutch their heart and die in front of me because they thought the price was too high.? CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"You want to be careful with your body language to make a good first impression because that's going to be fairly critical in developing trust and rapport with your prospect.Understanding body language will help you determine if your prospect is stalling, interested, judgmental, critical - these are clues salespeople definitely need to know about." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We talked to approximately 5000 top producers in eleven different industries and in about 320 companies to find out what they do specifically day-to-day to make them so great. Contrary to popular belief the most successful sales people were not the ones who made the most phone calls or the best presenters& closers. There seemed to be no common ground among best practices, and that's why it gets a bit controvertial." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Every person has a different internal motivator. Money is a motivator for some individuals, challenge is a motivator for others. Being part of a group or a team is a motivating factor for somebody else. So as a sales manager it's learning what's important to your team and adapting your approach to each individual on your team." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Our times right now are putting more pressure on salespeople. I ask this question: How many of you are working harder and longer today than you were three or four years ago? It's the nature of our times to put tremendous pressure on salespeople - there is just a visceral cry for help because they're overwhelmed - too much to do, not enough time in which to do it." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We've come to the conclusion that on 80% of outbound calls we're getting voicemail. A lot of reps think maybe they should use email, or they come up with some sort of trick in order to get through to the person. What we've discovered is you don't have to get stuck not getting a return message, and there are a couple of things you can do." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We find that Sales Reps and Sales Managers all over the world often get very frustrated. They have a piece of business or an opportunity that they are working to close. They've done everything the customer has asked them to do. They think it's done, they forecast the deal. They show up to pick up the paperwork, only to find out that something has changed in the customer. And they're left holding the bag, trying to backpeddle and find out what happened." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"In order for a prospect to be well-qualified, you need to identify the following information: the need; time frame; access to budget; evaluation process; buying process...It can get real tough when you get to the end of a sales cycle only to find out that you missed something which could potentially delay or even ruin your deal" CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Public speaking can take many forms: givng a speech to a large audience in a public forum, presenting a proposal in a conference room full of board members, addressing just one other person in a formal environment. So obviously if your presentation is boring or if it's unprofessional, it can leave you with nothing but a weak round of applause or cause you to lose a sale. Being able to stand on your feet confidently and express your thoughts clearly and logically is a major building block for success." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We're probably going to have limited opportunities to meet "The Boss." So we need to figure out, when is the best time to see this person and why would we see them to start with? We can't go there four times - we'd better make the one time we get the chance to meet them really important." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I like to have the sales toys as much as the next guy - fancy Palm Pilots, cool cell phones, nice cars - those are all good things. The point is to have a plan for where you're going with your sales career and what you're going to do with your commission checks. One of the biggest reasons most of us go into sales is to make money. Now, do we want to just have it so we can live the high life and consume it? If we do that, you're kind of living like a rock star and you're only as good as your latest hit." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"It's not enough that people want what you offer - it really has to be something that not only will they spend money to get, but they have to be able to justify that purchase to themselves and to other people. You have to provide exactly what your prospective clients need in order to make a buying decision. And the more concrete you can be about the results the client can expect, the more likely they are to buy." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"What we're dealing with now is buyers who are more savvy - more focused on getting us to sell our products& services at the lowest possible price. And if we just continue to sell to them the way we did 3, 4, 5, 8, 10 years ago - we're going to wind up either losing a lot of business, or selling business at a much lower price than we might want. And that's going to hit us personally in the pocketbooks in terms of commissions." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"It's what I call The Golden Rule of Sales: All things being equal, people will do business with, and refer business to, those people they know, like and trust. My suggestion is always that your main job as a salesperson is to simply develop these types of relationships with people where they feel so good about you, they want to help you find new business, they want to be a part of your life, which means they're happy to connect you by way of referral with lots& lots of other people." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"When you talk to almost any senior sales executive they'll tell you that relationships are crucial to sales success. But when you ask them what specifically do you teach people about how to build relationships, the answer is almost always nothing or not very much. So we came to the conclusion that it would be beneficial if we could actually learn how to build relationships with people that you don't naturally build relationships with." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The general perception of salespeople is not one of honesty. We tend to believe that salespeople are not the most honest people. It's not fair because you may be the most honest salesperson ever - you may have never told a lie in your entire life. Yet, the customer's perception of you is that you're just like every other salesperson. So we're fighting an uphill battle all the time." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"A big company isn't a big companyonly- it's composed of a lot of smaller companies. You're not targeting the entire company...there are different business units, different divisions. And within them there are the departments. So the first thing you do is research and figure out how to break the company down into bite-sized chunks, and you target the chunks - not the whole large corporation." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"So much of the business training we have has historically been focused on products. If we apply what we learned about selling products to what we're doing in services, it can really trip us up. Services themselves have specific challenges versus all the other different kinds of things that we can sell as both the sellers and the people who run businesses. A lot of those challenges will necessitate certain kinds of changes with how we go about days to move the revenue higher. " CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Things have gotten so complex today that many products can't be sold by a single person. Even if you believe you can, you can't get the credibility. For instance, if you're selling computer systems, the customer doesn't believe you know everything that is necessary to be able to close the sale...they want you to bring in the kinds of people that are the experts to support the sale. You can't be out there today doing it all - you've got to have a team around you to have the credibility with today's customers to make the big sales." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The reason we find people dislike cold calling is they haven't found a comfortable way to do it. They look at it as a chore rather than as a game, "How much information can I get on every call - how many people can I discover?" So I try to reframe cold-calling in terms of a game or a puzzle - How many pieces of the puzzle can I find on every call. And if I get more information then I had before, I've gotten a result. And if I've gotten a result, I haven't been rejected." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Too many salespeople in the first 15 or 20 seconds actually create resistance as opposed to interest. Therefore, they don't even have a chance to get to the body of their message. People on the other end of the line are already thinking of ways to try and get them off the phone. There are really two possible emotions that salespeople create at the beginning of a call: one is interest; the other is resistance. And there's really not a gray area." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We believe that there are too many salespeople out there focused on the end zone. Too many salespeople out there on a regular basis focus on what they have to do to get from that first meeting all the way to the close. And quite frankly, just like in any profession, we feel that most sales professionals - 75% or better - need to be sued for professional malpractice, because they're wanting to get to that close before they've earned the right to do so." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Competition is worse than ever. A lot of people are competing on price. I believe the way to win clients is to do it through relationships and ideas rather than having to compete on price, because then you're a commodity, and that's not any fun. The theme here is moving yourself from being a salesman to the position of being a client advisor - someone who's bringing not just product expertise, but someone who's bringing big picture thinking." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"The close is a natural conclusion to everything else you've done effectively in the sales process. You don't turn a poor prospect into a customer with a closing technique, and you don't turn a poor prospect into a customer with a great presentation...The closing is just a part of the sales process, it's not the 'end' of the process. But there is a very successful technique that involves the use of one word...." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Referrals are easy to get if you ask for them. Every time I do a presentation on referrals, 70% of my attendees never even ask for referrals after I tell them how to do it. Which is also interesting because only 15% of customers or clients will give you referrals without being asked for them. The fact of the matter is that people do want to talk to you when they know that you've been referred by someone they know and trust." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think that one of the problems that salespeople have is they view the negotiation process as a 'battle of the proposals'. They put their proposal out, the buyer doesn't like it - the buyer says, 'You'll have to do better...I want something different', and we negotiate from there. And hopefully we make the sale and get the buyer to move as far in our direction as possible. A better way to look at it is to try to get inside the buyer's head" CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We're talking about a transformation from being a product and services salesperson to becoming what we sometimes call a profit specialist - or to becoming someone who is focused on, and sells, business value." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"When salespeople sell - you can't sell the product, you've got to sell the benefits. Some salespeople think the product sells itself. I've never seen a product that sells itself. People buy, not because they're excited about the product, they buy because the person selling it is excited." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"What we're seeing right now is that if you were to make cold calls in your business, it would take between 75 and 125 contacts in order to get one sale, whereas the best clients I work with these days are seeing a 2 to 1 ratio when it comes to referrals to closes. And I don't know about you, but I would much rather make two calls and get a sale than make 75 calls and get a sale." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Traditional sales training focuses on developing a certain set of sales skills, for example describing features and advatages and benefits over your competition. But the notion that there's one effective type of 'super salesperson' is really faulty." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"Team selling is just what it sounds like - it's using a team of people to sell an account. It's done in those situations where we're bringing in technical specialists or even our senior management team to help us close the account." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"When you look at the research, it's the number one predictor of success. You can look at all the correlating factors like grade point average, education, race, background, family - nothing comes up stronger as an better indicator of your success than your attitude." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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Jeanette shares the true definition of a "BATNA" from her expertise and experience, with five specific questions you need to answer. Important episode for sales professionals!

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Tim presents three obstacles you must overcome to enjoy real success in your professional selling career.

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"The phone is like a 3000 pound apparatus. That's how we see it in our belief system and that's very normal. But how we can overcome that 3000 pound apparatus is to change our beliefs about it? First of all, we have to ask ourselves if our dream is bigger than our fear." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"To improvise is to be aware of all of your surroundings. You are not acutely aware of everything happening and everything the potential client is saying if you have all this garbage going on in your head. You'd be surprised if you take a moment to notice the garbage - it's all over the place." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think everything about sales is communicating. Often the salesperson has a product or a service and is not able to make sure the prospect understands the benefits to them. Or, we're seeing pain from the prospect and he or she is not able to articulate that pain, so the salesperson ends up selling something else." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"There is a world beyond consultative selling, and it involves the art and science, particularly the art of sales. The sales techniques and tactical skills are the science side. The art side is a whole different ballgame." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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Are you too technology-savvy as a sales professional? Make sure you're taking time to speak with people on a personal basis, rather than relying on emerging technology.

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"The front line of any sales campaign, especially business-to-business, is the presentation. Nothing is as important as when you are in front of that client and you've got the opportunity to communicate with them." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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Jeanette shares some powerful ideas for negotiating with large companies -- ideas straight from the purchasing agents themselves!

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"Every day I see how the power of big brands successfully impact the decision making process, really in so many aspects of life - how it opens doors and how it makes people feel to connect with brands and how they make buying decisions based upon what they know those brands will deliver. But then, there's me. At some point I have to distinguish myself with the customer in terms of what I represent." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"We're always looking for a second date, right? But we tend to ask too many questions on a first date that might prevent us from getting a second date. And if we want to get that second date we need to make sure we're closing on some kind of a commitment to set up for the next date." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"People who have a more consultative approach - the ones who do far more discovery before they enter the office for the first sales call - are having great success in today's market. The 'product pitchers' are finding themselves more and more commoditized and competing with transactional purchases on the web." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"I think where you start is the first time you do business with a customer. It's kind of a no-brainer, but you want to make sure you deliver value that exceeds price. You want to give them a reason for coming back to you." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"A recent survey of 100 IT sales executives revealed that over 90% of their time is spent on some sort of communication related activity. Yet fewer than 1% of those sales execs invest any time, energy or effort developing those skills since they graduated from college." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"It goes back to the initial choice: do you want to create a 'top-down' approach, or do you want to take the path of least resistance, really what the majority of folks do out there - the the 'bottom-up' approach. If you look at key performance indicators, you can pretty much determine which is the best way." CLICK TO LISTEN SalesRepRadio is produced byThe MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/ .

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"In sales we're finding that more often salespeople are going out and taking that technical expert with them, which is just fantastic. The problem is that often times we don't know how to actually make it into a true 'team' presentation. What we end up with are a group of individual presentations." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit www.MarCommStore.com .

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"If you envision the customer as a close friend, a relative or even your mother, you inherently begin to work with that person much differently. And that's the true goal of consultative selling - it's really to be able to assist your customer as though they were a close friend or relative." CLICK TO LISTEN SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, corporate podcasts , learning incentive programs, robust web design and more. For more information, visit www.MarCommStore.com .

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"Most of us build relationships reactively, or we just sort of let relationships happen. In a business sense, that's probably not the most effective thing to do. We developed a concept called Relationship Mapping. You need to proactively map the relationships you need to have in order to be successful." CLICK TO LISTEN

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"It's about a guy who was really successful in the past. He had great success with IBM, and then the 'dot-com' era hit. It was a time when the type of sale was different - sales people played the numbers game - make 100 calls, get ten deals, go buy a Rolex. Well, times have changed, and Johnny had to change with it." CLICK TO LISTEN

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"It's a really easy trap to fall into. We get excited with a brand new year, we make some New Year's resolutions and we have all these great ideas and plans to achieve a lot more. But then a couple of weeks later reality sets in. We get back into the drudgery of selling sometimes and we fall back into our old habits pretty quickly." CLICK TO LISTEN

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"Were your parents right? We all remember as a kid when our parents said we can be anything we want to be if we just apply ourselves. So the question is, were they right? And it turns out they were. You actually can be, do and have anything you want, and it's all because of this thing called Law of Attraction." CLICK TO LISTEN

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Who are you? What are the values and opinions that could be holding you back? Tim Connor explores these questions and more in helping you neutralize mindsets and behaviors that could be limiting your sales.

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"Sometimes determining where not to spend your time is really the best use of your time because time is the only resource we have as salespeople, and we need to spend it effectively and we need to do things efficiently so that we can maximize those opportunities." CLICK TO LISTEN

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"What I've found with salespeople - particularly geographically dispersed salespeople - is that their interactions and their opportunity to meet is much less. They can really use the leadership, guidance, learn the culture and the politics, and mentors can be very valuable." CLICK TO LISTEN

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"Each person we interact with expects a certain level of integrity and a certain level of performance. On the same token, your own company expects you to drive results. Sometimes what your clients need and what your company is asking you to do can come to a crossroads, and that's sometimes tough for people to juggle." CLICK TO LISTEN

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Should you ask prospects or customers this question as you open calls? Art Sobczak breaks down the pros and cons in this episode.

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"Often times you get into a rut and you feel like you just can't go forward. The longer you take yourself out of the loop the longer it takes to get back into it. Step outside your comfort zone. Every time you do it, it's going to get a little bit easier." CLICK TO LISTEN

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"In selling there are so many sales books written on feature/benefits selling, that we might miss some of the intagibles of the product, the service, the company, ourselves in the sales process that we don't implement and embrace in order to improve our chances of making the sale." CLICK TO LISTEN

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Art Sobczak teaches how to differentiate by doing your homework and research on prospects prior to calling.

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Effective selling is blending each aspect of the process so the prospect trusts you and your organization.

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If you're in sales, you are perpetually in a state of war. Think about it - all salespeople are warriors, and they have to fight the relentless march of time as well as enemies who are trying to defeat them every day...

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"What happens at the end of the year - either through the pressure of your company or your own wish to meet your quota and exceed it - most people are really focused on the fourth quarter. But then they get to January 3rd, January 6th, they look at their calendar and they're looking at a desert, they've got nothing going on in the first quarter." CLICK TO LISTEN

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What happens at the end of the year - either through the pressure of your company or your own wish to meet your quota and exceed it - most people are really focused on the fourth quarter. But you can't avoid looking ahead to 2007!

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"The reality is that before anybody sells anything most companies, particularly those selling to businesses, are going to write a proposal before anything gets sold. It's kind of interesting that proposals play such a big role in the sales process and sometimes they're overlooked." CLICK TO LISTEN

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"The reality is that before anybody sells anything most companies, particularly those selling to businesses, are going to write a proposal before anything gets sold. It's kind of interesting that proposals play such a big role in the sales process and sometimes they're overlooked." CLICK TO LISTEN

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"There's a real problem with people who have a sporadic pipeline. It's kind of up and down and we really need to work on filling it up so that we have ongoing opportunities. Whether it's a new prospect or a new prospective alliance partner, be very sure of the value you bring and there's no stopping you." CLICK TO LISTEN

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"There's a real problem with people who have a sporadic pipeline. It's kind of up and down and we really need to work on filling it up so that we have ongoing opportunities. Whether it's a new prospect or a new prospective alliance partner, be very sure of the value you bring and there's no stopping you." CLICK TO LISTEN

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We all lose sales. But how do you cope so you can rebound quickly? Steve Martin shares several tips for getting back on track when things don't go your way.

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Before entering into any negotiation, Jeanette Nyden teaches that you've got to know your purpose -- know whether you even want to negotiate! Learn more in this episode.

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How would you define a "sales professional?" Tim gives direct guidance on what separates professionals from amateurs.

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"There's a real problem with people who have a sporatic pipeline. It's kind of up and down and we really need to work on filling it up so that we have ongoing opportunities. Whether it's a new prospect or a new prospective alliance partner, be very sure of the value you bring and there's no stopping you." CLICK TO LISTEN

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"I think what happens is sales reps go out in the field and they get caught up in the hum-drum of their daily tasks and they lose that 'sales sniper' spirit, the 'hunter-killer' spirit, the fire in the belly. Especially if you're with a strong organization that has a great set of products and a great sales history, it's very easy to become complacent." CLICK TO LISTEN

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"I think what happens is sales reps go out in the field and they get caught up in the hum-drum of their daily tasks and they lose that 'sales sniper' spirit, the 'hunter-killer' spirit, the fire in the belly. Especially if you're with a strong organization that has a great set of products and a great sales history, it's very easy to become complacent." CLICK TO LISTEN

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"I think what happens is sales reps go out in the field and they get caught up in the hum-drum of their daily tasks and they lose that 'sales sniper' spirit, the 'hunter-killer' spirit, the fire in the belly. Especially if you're with a strong organization that has a great set of products and a great sales history, it's very easy to become complacent." CLICK TO LISTEN

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"No-Po stands for No Power. It can also stand for No Potential or No Purchase Order. But it's someone who has no authority or no influence to make anything happen in the sale. They're sophisticated gate keepers, they're not your typical receptionist. These are people who actually hold positions within the organization and that's what makes it even more confusing." CLICK TO LISTEN

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"No-Po stands for No Power. It can also stand for No Potential or No Purchase Order. But it's someone who has no authority or no influence to make anything happen in the sale. They're sophisticated gate keepers, they're not your typical receptionist. These are people who actually hold positions within the organization and that's what makes it even more confusing." CLICK TO LISTEN

Listen Now:

"No-Po stands for No Power. It can also stand for No Potential or No Purchase Order. But it's someone who has no authority or no influence to make anything happen in the sale. They're sophisticated gate keepers, they're not your typical receptionist. These are people who actually hold positions within the organization and that's what makes it even more confusing." CLICK TO LISTEN

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Successful people can appreciate that success lies in mastering the little things...

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Art Sobczak diagnoses how a sales phone call can go wrong right out of the gates...and how you can avoid the same mistakes.

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Art Sobczak reviews the hows and whys of sending literature when you hear that response in your telesales calls.

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"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you." CLICK TO LISTEN

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"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you." CLICK TO LISTEN

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"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you." CLICK TO LISTEN

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Steve covers a variety of subtle, but powerful, ways you can create better rapport and generate greater credibility with your customers.

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Has selling really changed in the last two decades? Here are nine reasons that should tell you it's time to sharpen your sales skills.

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Avoid resistance and generate interest with these powerful suggestions from Art Sobczak.

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"People really want to try for those big ones, but they give up over time because sometimes it's so darned frustrating. It's like beating your head against the wall trying to get your foot in the door. And it's really hard because nobody ever calls you back."CLICK TO LISTEN

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"People really want to try for those big ones, but they give up over time because sometimes it's so darned frustrating. It's like beating your head against the wall trying to get your foot in the door. And it's really hard because nobody ever calls you back." CLICK TO LISTEN

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"People really want to try for those big ones, but they give up over time because sometimes it's so darned frustrating. It's like beating your head against the wall trying to get your foot in the door. And it's really hard because nobody ever calls you back." CLICK TO LISTEN

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"Cold calling really is backwards because you're making these calls at random to a person who probably doesn't need what you've got. If they needed it they're already working with someone or they've already got it. So it's really just an untargeted, unfocused way to go about your business."CLICK TO LISTEN

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"Cold calling really is backwards because you're making these calls at random to a person who probably doesn't need what you've got. If they needed it they're already working with someone or they've already got it. So it's really just an untargeted, unfocused way to go about your business." CLICK TO LISTEN

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"Cold calling really is backwards because you're making these calls at random to a person who probably doesn't need what you've got. If they needed it they're already working with someone or they've already got it. So it's really just an untargeted, unfocused way to go about your business." CLICK TO LISTEN

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"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived."CLICK TO LISTEN

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"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived." CLICK TO LISTEN

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"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived." CLICK TO LISTEN

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"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about."CLICK TO LISTEN

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"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about." CLICK TO LISTEN

Listen Now:

"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about." CLICK TO LISTEN

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"Right now, it's tougher than it has ever been before. Better buyers are using suppliers against each other. They are leveraging the difficulty that every company has in trying to win business to enable the buyer to get a better deal. Times are definitely tougher, and it's incumbant on each and every sales rep to arm themselves with what they need to win more business in this very tough, desperate, competitive environment."CLICK TO LISTEN

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"Right now, it's tougher than it has ever been before. Better buyers are using suppliers against each other. They are leveraging the difficulty that every company has in trying to win business to enable the buyer to get a better deal. Times are definitely tougher, and it's incumbant on each and every sales rep to arm themselves with what they need to win more business in this very tough, desperate, competitive environment." CLICK TO LISTEN

Listen Now:

"Right now, it's tougher than it has ever been before. Better buyers are using suppliers against each other. They are leveraging the difficulty that every company has in trying to win business to enable the buyer to get a better deal. Times are definitely tougher, and it's incumbant on each and every sales rep to arm themselves with what they need to win more business in this very tough, desperate, competitive environment." CLICK TO LISTEN

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"The premise is that your success isn't based on what you sell, but it's based on how you sell. One of the first things we want to evaluate is what exactly defines you as a sales professional. When I ask reps to list ten things they do differently than the competition, most people run out of ideas after two or three."CLICK TO LISTEN

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"The premise is that your success isn't based on what you sell, but it's based on how you sell. One of the first things we want to evaluate is what exactly defines you as a sales professional. When I ask reps to list ten things they do differently than the competition, most people run out of ideas after two or three." CLICK TO LISTEN

Listen Now:

"The premise is that your success isn't based on what you sell, but it's based on how you sell. One of the first things we want to evaluate is what exactly defines you as a sales professional. When I ask reps to list ten things they do differently than the competition, most people run out of ideas after two or three." CLICK TO LISTEN

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"Countless author, countless guru's have talked about the importance of establishing a good rapport up front. But the reality is, not all sales professionals are extroverts. We can't insure that we have a commonality with every person we meet with. There are a couple of basic principals I like to teach people to follow when they're working with people for the first time."CLICK TO LISTEN

Listen Now:

"Countless author, countless guru's have talked about the importance of establishing a good rapport up front. But the reality is, not all sales professionals are extroverts. We can't insure that we have a commonality with every person we meet with. There are a couple of basic principals I like to teach people to follow when they're working with people for the first time." CLICK TO LISTEN

Listen Now:

"Countless author, countless guru's have talked about the importance of establishing a good rapport up front. But the reality is, not all sales professionals are extroverts. We can't insure that we have a commonality with every person we meet with. There are a couple of basic principals I like to teach people to follow when they're working with people for the first time." CLICK TO LISTEN

Listen Now:

"There are some negotiators who believe you shouldn't go for the win-win, you should go for the jugular. Our experts don't agree with that. We've been told by all our experts that you want to negotiate as if there will be a further deal down the road, which obviously has to result in a win-win or there will be no deal down the road."CLICK TO LISTEN

Listen Now:

"There are some negotiators who believe you shouldn't go for the win-win, you should go for the jugular. Our experts don't agree with that. We've been told by all our experts that you want to negotiate as if there will be a further deal down the road, which obviously has to result in a win-win or there will be no deal down the road." CLICK TO LISTEN

Listen Now:

"There are some negotiators who believe you shouldn't go for the win-win, you should go for the jugular. Our experts don't agree with that. We've been told by all our experts that you want to negotiate as if there will be a further deal down the road, which obviously has to result in a win-win or there will be no deal down the road." CLICK TO LISTEN

Listen Now:

"There's an old saying, 'You've got to think winter all summer.' Because if you play around all summer and don't plan for winter you're going to run out of acorns in the winter. The whole premise is, it comes every year so why put yourself under a great deal of stress and pressure by following the same habit patterns that may or may not be working for you."CLICK TO LISTEN

Listen Now:

"There's an old saying, 'You've got to think winter all summer.' Because if you play around all summer and don't plan for winter you're going to run out of acorns in the winter. The whole premise is, it comes every year so why put yourself under a great deal of stress and pressure by following the same habit patterns that may or may not be working for you." CLICK TO LISTEN

Listen Now:

"There's an old saying, 'You've got to think winter all summer.' Because if you play around all summer and don't plan for winter you're going to run out of acorns in the winter. The whole premise is, it comes every year so why put yourself under a great deal of stress and pressure by following the same habit patterns that may or may not be working for you." CLICK TO LISTEN

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"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you."CLICK TO LISTEN

Listen Now:

"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you." CLICK TO LISTEN

Listen Now:

"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you." CLICK TO LISTEN

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"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different."CLICK TO LISTEN

Listen Now:

"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different." CLICK TO LISTEN

Listen Now:

"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different." CLICK TO LISTEN

Listen Now: