The True Foundations of Confidence in Sales: Competence and Practice

The True Foundations of Confidence in Sales: Competence and Practice

 Confidence is a term that we often throw around without fully understanding its nuances. When we talk about someone being confident, we usually refer to their social confidence—the ability to maintain eye contact, give a compelling presentation, tell a joke, or...
Identifying and Articulating Value: The Key to Successful Sales

Identifying and Articulating Value: The Key to Successful Sales

Success isn’t just about pushing products or services onto potential customers. It’s about identifying and articulating the unique value your offering brings to the table.  Having experienced all manner of sales environments during 20 years in sales,...
The Importance of Control in the Sales Process

The Importance of Control in the Sales Process

When I visited the dentist to have a wisdom tooth extracted, you trust their expertise and judgement to ensure a smooth and successful procedure. Trust plays a pivotal role, but it’s not always about the product or service itself; it’s about trusting the...
How Quickly Can You Double Sales?

How Quickly Can You Double Sales?

How quickly can you double sales in your company? It’s an answer we’d all like to know but, too often, we allow ourselves to be misled by HUGE promises that hardly ever deliver. I love ambition and think it’s helpful for growth, both in business and...
Sales Training with Love – What a Difference!

Sales Training with Love – What a Difference!

I love sales. I love salespeople. And I love training salespeople. But you may ask: “What’s love got to do with it?” What difference does it make to training your team when love plays a part? Here are 3 reasons it makes a difference. 1. The Transfer...

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