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Quote I wanted to thank Tim for the services provided to our Company over the last three years. We are continually working on programs and systems that help us enhance the quality of people that work in our organization, and you and Chris have helped us with this goal by introducing our firm to other programs like Learn to Lead and Crucial Conversations. I would also like to mention, that I personally enjoy dealing with you. I find that your style is very helpful without being pushy and you continue to think about how other businesses that you come in contact with, may help us continually build a better company. Quote

Allied International Credit - Dave Rae, President

Sales Articles


    Cutting Through Stalls and Objections - Read more...
There’s only one person who is qualified to handle a prospect’s stalls and objections, and it’s not the salesperson. It’s the prospect.

You Must Work a Prospecting System - Read more...
If you’ve been in sales for more than six months, and you’re still making cold calls, you’re on the wrong track. You're not going to reach the top. Traditional trainers might be proud of you for making these cold calls, but the top sales performers would tell you you're wasting your time. There’s a better way to get to the top.

Overcome Fear of Rejection - Read more...
The fear of rejection and the need for total, unequivocal success comes from personal insecurity and low self-esteem. Acceptance of self and getting over the fear of rejection puts our well-being into our own hands.

Control Your Fears with Up-Front Contracts - Read more...
What scares you about the selling process? Which part of the selling process causes you the most stress? Whatever it is (and maybe it’s nothing at all), deal with it by using Sandler’s Up-Front Contract.

Did You Get Any Referrals Today? - Read more...
Do you ask this question a hundred times a week? Should you? Most business owners and sales managers know in their hearts that this is the easiest kind of lead to close.

FACT OR MYTH? Five determinants of Success. - Read more...
There are many truths and just as many myths about what it takes to be successful in life and in sales. Test your knowledge and beliefs on these 5 questions.

Can you put a price on pain? - Read more...
My mother used to tease me whenever I hurt myself. She said I was overly dramatic in my carrying on of “owws” and “ohhhs.” Maybe it was a tactic to make me laugh – to ease the pain. Most times it worked. Except when it really hurt. When it really hurt I didn’t think she was very funny at all. And I sure didn’t think it was up to her to measure how much pain I was really in anyway. I mean, how could she know?

Why must I always defend my price? - Read more...
Sometime in the late nineteen sixties, on a sunny afternoon in Paris, the sidewalks were alive. At a café in the Place Royale in Marais an austere woman traveler was about to experience the ultimate romance of the city. Seated beside her, nearly unrecognizable in his late age, was the famous painter Pablo Picasso.

How To Profit from ‘Unsuccessful’ Sales Calls - Read more...
Planning on an economic rebound, companies in the U.S. and Canada are beginning to up their investments in new product and service introductions, according to a PricewaterhouseCoopers survey released in August. Businesses are also investing more in information technology and in marketing and sales promotion

Cold Calling is not a Selling Activity - Read more...
Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.