Curiosity may have killed the cat, but it will do wonders for you as a salesperson. Genuine, authentic queries into a person's interest surrounding the product or service you are selling is felt by the prospect. It's what separates the average salespeople from sales superstars. If...
Time to gear up for 2017. This year has been a roller coaster, and the flurry of activity is leaving our focus blurred. Follow the money. A good reference to keep a keen eye turned towards is finding the person with the budget. Bank of America...
Skip Miller, president and founder of M3 Learning and celebrated author, recently joined Andy Paul, fellow author and sales aficionado as he interviewed Skip on what modern day sales teams experience and the latest trends in sales training as it adapts to today's world. ...
Part Three: What’s really motivating your prospect? In Part One of The Power of The Word ‘What’, readers learned that ProActive Sellers qualify prospects using questions that start with the word ‘what’, instead of ‘who’. In Part Two, we dove into what date is really important...
Part Two: Understanding a Buyer's Method In Part One of The Power of The Word ‘What’, we discovered how ProActive Sellers qualify prospects using questions that start with ‘what’, not ‘who’. The ProActive Selling MMM qualification process focuses on three key decision areas (Money, Method, Motivation) by...
Part One: Superstar Salespeople Ask ProActive Questions Jim thought he’d make an excellent sales person because he was outgoing, inquisitive, and friendly. He made friends easily and did great in college. Fresh out of college, his five-year plan included zipping up to VP level and buying...
How To Separate The Good From The Great Change is the driving force in a successful sales culture. How a team adapts to that change will determine how successful it is. Whether you are new to the arena or you’re a seasoned bull rider, here are...
Life With Intention Separates Sales Superstars From The Amateurs Right now my laptop’s wallpaper is black with these words in bold white: DON'T THINK ABOUT WHAT CAN HAPPEN IN A MONTH. DON'T THINK ABOUT WHAT CAN HAPPEN IN A YEAR. JUST FOCUS ON THE 24 HOURS IN...
Hunting For Leads Is A Lot Less Scary When You Know The Facts Cold calling. Prospecting. Gathering leads. You’ve seen me talk about these subjects in videos, blogs, and in my books. So why do I keep harping on it? Because it’s the biggest elephant on...
Going Back to the Basics – Even the Pro’s Forget the Basics The only time that’s more ideal than right now to focus on basic core competencies is yesterday. Professional athletes practice during the off-season, going back to basics so they can stay sharp and competitive....
