Sales Obesity, Pt. 3: The Buddy System
It’s six o’clock in the morning, you’re lying in bed, and the alarm goes off – time for your workout! In the middle of a stressful workweek, how likely are you to get up instead of sleeping that extra...
View ArticleInspiration and Prospecting
I have something of a confession to make – I do a horrible job planning for my blog posts. I’m the kind of person who uses the excuse “I work best under pressure” to justify putting off writing my post...
View ArticleOvercoming Objections
Identifying and overcoming prospects’ objections is a vital skill that every sales person must possess in order to be effective. Here are a few articles that give some great advice on how to identify...
View ArticleYou Listened, but Did You Really Hear?
As a salesperson, objections can be discouraging. Here you’ve (hopefully) just spent all that time researching and asking questions so that the solution you finally got a chance to present could be...
View ArticleThank You for…Objecting?
I recently came across a rather interesting article, “Thank-you for Pointing Out My Mistake” by Kelley Robertson. At the end of the article, Roberson pointed out that while we all hate it when someone...
View ArticleThe Best of the Misfits
I’m online, scouring through countless sales blogs almost every day. In my hours of searching, I’ve read and bookmarked articles from almost any perspective you can think of. Though I’ve always tried...
View ArticleArticles for the Team Player
Here’s a list of a few of my favorite blog posts related to improving how your team works together. Sometimes the connection is obvious. Sometimes it’s not, but if you take the time, you’ll find...
View ArticleTED Talk: Derek Sivers on Goals
One of the things that I most love about TED Talks is that half the time, you hear exactly what you expect to hear. You click on a video already anticipating what the speaker is going to say; the only...
View ArticleThe Three D’s of Selling
Selling is in no way an easy profession. Anyone in the field will tell you it requires dedication, determination, and discipline in order to succeed. Here’s a list of some of my favorite articles that...
View ArticleTaking Out the Trash: Getting Rid of Toxic Customers
Wouldn’t it be nice if every customer were ‘The One.’ You know, the one who seamlessly meshes with your team and fits your culture to a T. The one who totally buys into your process or product and...
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I Don’t Know, But…
Have you ever been on a sales call and had a prospect ask you a question you just couldn’t answer? I don’t mean a question that you didn’t want to answer – I mean a question that you honestly don't...
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Don’t Jump Ship before You Hit the Iceberg
Sometimes, as a salesperson, you just have to give up and stop pursuing a prospect that isn't going to work out. At CFS, we teach and use a technique called “going for no." It's a way to overcome radio...
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Sales Obesity, Pt. 1: Fad Diets
While trolling my favorite sales blogs, I found a link to this tiny sales article, “What Do Diets and Sales Approaches Have in Common?,” by Dave Stein. Honestly, it was one of those links I clicked on...
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Sales Obesity, Pt. 2: Back to Basics
Last week, I started this series to expand on a little article I found while checking out my favorite sales blogs – “What Do Diets and Sales Approaches Have in Common” by Dave Stein. While last time,...
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