Sales Guru, Jeffrey Gitomer, gives his 10.5 step formula for sales success. Plus, he reveals his insights on how to have your best day, everyday.

1 – Wake Up Early – The early bird makes the money
2 - Love What You Do – Love your job it or leave it
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What’s In It For Me, WIIFM, the basic biological fundamental radio station that most of us humans are tuned into throughtout the day. We hear Bryan Tracy, Zig, and Tony Robbins talk about how that is what our customers and prospects are thinking throughout our sales presentations and that we must tailor our talks to accomodate their needs. This seems to be true, at least in my experience, and today I was reminded of this principle in a big way.

I was having a conversation with a client about referrals. He had been having a terrible slump with getting referrals for the past 5 or 6 weeks. He had been asking most of the right questions, at pretty much the right times, and we were trying to dissect if maybe there Read More...

Why wait for your manager to cook up contests, rewards and incentives? Keep your business fresh and exciting by creating your own fun and games.

If you are like me, you take great pride in being paid on commission and wouldn’t have it any other way. But sometimes, the regular commission plan is not enough to keep the old fire of desire red hot and ready.

Just as your muscles adapt to your regular training routine and need changing stimuli to keep up the training effect. The human psyche also adapts. So juice up your work with a little extra challenge.

Set up a short term contest for yourself. Just as some companies might offer a cash spiff or dinner and a show for hitting a sales quota, you Read More...

Today I am going to discuss how and why you should fire your sales manager.  Why?  Because you don’t need one.

The most important jobs that a sales manager does are things your can totally do yourself.  In fact, if you are doing your job right, you should be managing yourself.  

Let us look at what the job of a sales manager IS NOT. The sales manager’s job is NOT to keep you motivated. It is not your sales manager’s job to set your goals for you. Nor is it your sales manager’s job to train you. And your sales manager is not the person responsible for finding you leads and prospects.

“In my company,” you say, “That is exactly Read More...

by Chris Lytle from Monster Career Advice

Sales pros aren’t the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn’t even see himself in sales. It was an airport security person who did a masterful job of crowd control.

We had an 8 a.m. flight from Tampa to Toronto. That meant a 5:45 a.m. taxi to an already crowded Tampa airport. We checked our luggage at the ticket counter, boarded the shuttle and rode to the terminal Read More...

Have you ever experienced a slump? You know what I mean. You used to be so good at doing something…perhaps hitting a golf ball or a baseball. Perhaps you used to be at the top of your field in your profession, but the creative solutions just aren’t coming like they used to. Or maybe you were number 1 in your sales organization, but lately you just don’t seem to be getting the same results. It’s called a slump.

If you are in this scenario, I just want you to know a few things.

First, you aren’t crazy, there’s nothing wrong with you, and you are not alone. This kind of thing happens to almost everyone at one time or another. Even the Read More...

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Jay Abraham is a world renowned sales guru…some might even refer to him as a selling god.  His program, 93 Extraordinary Referral Systems is a must have sales training program for any sales person, sales manager or marketer.

In this program you will discover the ease of selling to referred customers.  It is considered to be the most important weapon in any marketing arsenal. Why work hard when you Read More...

Close the Deal presents you with a revolutionary, yet remarkably simple, 7-Step System for regaining control, removing pressure, and ultimately closing more sales and generating more profit than you ever will by using those tired old-school techniques.

The Sandler 7-Step System is based on the Read More...

Annette was bright, smart, and enthusiastic. Even so, whenever she approached customers in the furniture store where we both worked, she seemed unable to strike up a conversation with them. They would invariably mumble something like, “We’re just looking” and head off to get lost among the labyrinth of bedrooms. Annette would make a few more half-hearted attempts to connect with them, usually getting a last glimpse of her customer as they walked out the door. In many cases, she never really even got to speak with them at all. She was frustrated, hurt, and a little worried about her sales performance. She should have been. Her inability to connect with her customers was killing her Read More...