David Trapani

Are you and your staff under pressure to perform? Are you assigned loftier goals to achieve in shorter periods of time? Has the pace of activity increased? If you don’t immediately act on opportunities, do they pass you by?

Charming, easy to talk and a good listener... Just some of the traits we see in some of the best salespeople. Certainly, it is something that we, as salespeople, hope all of our prospects and clients see in us.

Imagine if you received one additional referral each week. What would that do for your business?

Too many times we let that former client slip away, perhaps ego, perhaps just not a strategy we have. Maybe there is a future opportunity there if we just stay in touch.

Success in sales may have more to do with your belief in yourself than your product knowledge.

Sales need improvement? To better understand your prospect and close more sales you have to be on your toes and be prepared with the best questions.

Are you solving the correct issue for your prospect? Prospects have been conditioned to hide their real issue from a salesperson.

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.

Salespeople are often viewed as individuals who hold themselves accountable. Accountable to getting up and out every day and pushing themselves to get to the next level.  They are most often seen as doing things that others don't want to do. They hold themselves accountable. What's the reality? It's not always that easy. Many salespeople would say (my educated guess) that holding themselves accountable is one of the toughest things they face