Research has shown, in a hundred different ways, that people will do more to avoid the loss of something than to score a win. Is that true of your sales company? What is the cost to you if you do not get that latest weekly budget? Does it hold more emotion with you...

Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before, and there are certain steps you can take...

Do you ever feel compelled to donate money to a charity because they have sent you a letter, accompanied by those return address envelopes, already printed with your name and address? Or, have you been offered a gift, as a thank you, or for helping someone out? Have...

Recently, commission-based salespeople got a pretty hard time from the Royal Commission investigation into the banking and insurance sector. I haven’t taken a salary for 30 years. For the 30 years-plus that I have been selling, I have never once taken a salary. In...

In my blog last week, I talked about building a team of salespeople that have - Independence. In a sentence, you want a sales person that is independent of you, as opposed to dependent on you. In this week’s blog we talk about the – People side of the Business. You...

In my blog last week, I talked about the second behaviour that I think is the most important when you are looking to hire good salespeople –Achievement Potential. This measures the salespersons’ ability to be motivated by challenge, as opposed to being safe and...

In my blog last week, I talked about the first behaviour that I think is the most important when you look to hire good salespeople – Self Management. In this article I am going to discuss the next characteristic that makes up a good salesperson - Achievement...

As we dive into 2019, it’s often a time for reflection; a time to review both the good bits, and the not-so-good bits. I am often asked this question from owners and sales managers. “Mike what make a good sales person and what should I look for?” “What are the...

Today, as I take the opportunity to spend some time with my family over this summer period in the southern hemisphere (winter in the north), I was thinking of ideas to talk about. It came to mind because of a conversation I had towards the end of last year (2018). I...

As 2018 closes its door, the usual blogs and content want us to think about 2019. I tend to work my goals in 90-day cycles and each day of that 90 days, I devote time to staying on track to achieve my goals. Do you know that every day you only need to find an hour to...