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...

Showing people how they can personally profit from your product can be one of the more creative parts of the sales process. Consider the Dream Room at Gardner’s Mattress & More store. The Dream Room is a private mattress-testing room that allows a unique...

In my blog The right advice at the right time I talked about qualifying a client as part of your sales process, before presenting your product or service. Sometimes, it’s also important to develop a script for shorter pitches, or ‘elevator pitches’. These too, help...

In my last blog I talked about the importance of qualifying your client (read it here) Qualifying a client may seem like a colossal waste of time. After all, if the person standing in front of you is interested in red sweaters, you can sell them a red sweater without...

In my previous blogs on The Selling Journey, I talked about the importance of having the right mindset, knowing your product, finding out what the clients’ needs are and how you can have a conversation around those needs. Now it’s time to present your product....

https://www.youtube.com/watch?v=_tqK6Yc4em8 A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself. You can listen to others more effectively...