by csm.admin | Dec 17, 2012 | Professional Sales Training, Sales Motivation
My favorite story about referrals has to do with a very successful salesperson I know named Bill. Every year he vacations in some exotic locale like Fiji or the Cayman Islands or Hawaii. Often these vacations come as result of company bonuses for his performance or...
by csm.admin | Nov 17, 2009 | Professional Sales Training
“Very.” That one word resulted in the release by China of the 24 U.S. spy plane crew members. “Regret” wasn’t good enough. “Sorry” wouldn’t do. But adding “very” to “sorry” did the trick. Perhaps...
by csm.admin | Nov 17, 2009 | Professional Sales Training
“If only salespeople would go out and get it.” I’ve been hearing that from Howard Goldman, CEO of Humboldt United Van Lines agency in Milton, MA for most of the ten years I’ve been working with him, and his firm. And he’s right! There is...
by csm.admin | Nov 17, 2009 | Professional Sales Training
Last summer, we met with a senior partner of a large regional firm in the South. When asked why he wanted to talk with us, his answer was surprising. “You know,” he said, “I’m 41 years old and I’m beginning to plan for my retirement....
by csm.admin | Nov 17, 2009 | Popular Articles, Professional Sales Training
Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let’s examine what I call the “20 Dumbest Things Salespeople Can Do To...
