The Secret to Revenue Growth

Fortunately, there are ways to provide discipline to your team, and accountability is one incredibly powerful strategy for producing revenue growth. In this chapter, you’ll learn how to create a positive culture of accountability that supercharges your results.

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How to Stand Out From the Competition

You have salespeople out there, and suddenly there are competitors. We have to find a way to stand apart, to separate ourselves from the group. What do you think? I know we just sprung that on you, but what’s on the top of your mind to find a way to stand apart from everybody else?

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Clarify Objections Like a Pre-Schooler

Kids say the darndest things, and often their words carry more weight than they intended. Here’s what my four-year-old shared with me recently. If you only remember part of the objection framework, I encourage you to ALWAYS clarify your buyer’s concern before you address it and ultimately re-close.

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Be a Great Sales Coach and Leader

All coaches set out with the best intentions. Coaches are leaders. No leader ever wakes up in the morning and says, “boy, I hope I screw up this coaching thing today.” So what separates the greats from everyone else? In my extensive study, I’ve found four primary pillars that all great leaders embody.

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Emotional Endorsement in Your New Home Sales Process

Unfortunately, most salespeople become desensitized to their products and service. You see your product every day, so it makes sense that it would lose its flare to you. But if you intensify your customers’ experience, you must maintain excitement about your product or service.

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9 Ways to Keep the Sale Sold

It’s not enough just to make the sale. It doesn’t count until the sale closes. But these days of changing market wins, customers sometimes get a little squirrely, don’t they? So what do we do to make sure that our customers who are in the purchase process stay in the purchase process?

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Sales Leadership in Tough Markets

When the market is strong, we are all geniuses, right? When the market slides, it separates the pretenders from the authentic. Consider these four tactical approaches for sales managers in tough markets (if you’re not in a tough market right now, you can still benefit from these disciplines).

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