Are You Killing Your Sales?

Apr.23

By Todd Duncan

Despite the promise of hope that the sales profession offers, many salespeople are left haggard and hopeless at the end of their workweeks. And many aren’t achieving the success they set out for when they began. Sure, you could blame it on an oversaturated industry, but that’s not really the problem. The real rub is that sales­people make mistakes. And lots of them.

read more

Engagement, Alignment and Commitment

Apr.16

By Jonathan Rogers

Have you ever been frustrated that the people you lead or manage just don’t seem to be as COMMITTED as you to your plans and goals? Or you thought they were, and found out too late that they weren’t? You were forging ahead only to turn around and see that no one was behind you...

read more

High Trust Selling: Law of the Encore

Apr.9

By Todd Duncan

The fact is that behind every great performance is a passionate, motivated, and committed person—whether we’re talking about a rock band or a real estate agent. Behind every bad performance is a bored, complacent, and indifferent person. And in the business of sales, you choose which you will be.

read more

High Trust Selling: Law of Incubation

Apr.2

By Todd Duncan

Ninety-five percent of salespeople go 95 percent of the way and get only 5 percent of what’s available to them. Five percent of salespeople go 100 percent of the way and get 95 percent of what’s available to them. You must decide in which group you want to be.

read more

High Trust Selling: The Law of the Hook

Mar.26

By Todd Duncan

The Law of the Hook says that a captivated audience stays to the end. That’s because the principle that keeps your eyes glued to a screen and your hands glued to a book is the same principle that keeps your prospects glued to you. You see, an audience is an audience whether in a sales office or a theater; and to keep an audience around, the per­formance must be captivating from the get-go.

read more

High Trust Selling: The Law of Courtship

Mar.19

By Todd Duncan

The problem is that most salespeople rush into a commitment without knowing anything substantial about a person. Without knowing whether there are shared values and shared goals. Without knowing the others’ expectations, needs, or desires. As a result, like a whimsical marriage, the success of such relationships is shaky at best.

read more

High Trust Selling: The Law of the Scale

Mar.12

By Todd Duncan

As a young salesperson, I fell victim to it. And as a budding sales professional, you probably did too. In fact, you may still be victim to what is perhaps the most common mistake in the sales profession: trying to meet the needs of everyone while failing to secure the loyalty of anyone.

read more

Limited Thinking

Mar.5

By Dan Foster

I keep running into the same adversary in my coaching sessions; it is extremely powerful and its name is “Limited Thinking”  Why do we give this adversary it’s due?  Maybe it is because as children whenever we started to do something that was potentially harmful a parent would yell “No!” or “Stop!”. Or could it be because we’ve all had experiences where we tried something new or different and failed.  And many of us never had someone to help us get back up while pushing us forward with the encouragement to keep on trying.

read more

Page 1 of 9 pages  1 2 3 >  Last ›