How to destroy sales rapport real fast!

As a sales motivational speaker I get the pleasure of working with thousands of salespeople every year and I get asked about many sales training challenges that they face. One area that rears its ugly head quite frequently is the act of reaching and building rapport with senior decision makers. Many succesful salespeople who prospect new clients effortlessly every day can be pushed out of their comfort... [Read more]

Why tenacity and persistence are essential for sales success

Imagine for a second that you have set up a new business selling a new form of consulting service. There’s nothing like it in the marketplace and you are going to have to educate your clients on its worth. After a bit or research you settle on a price and go to visit half a dozen selected clients to get their opinion. Unfortunately, every one of them says that it’s too expensive. What do you do? A)... [Read more]