“To whom much is given, from him much is expected.” Professional selling is a demanding career and management will always be raising high expectations for their team. One great advantage of having a one-on-one mentoring relationship is knowing that you have a positive voice to turn to, someone that will give you the tools to

Sales pros generally recognize when a prospect is losing interest. They’ve experienced the physical signs like crossed arms, heavy sighs, short replies. The pros are usually incredibly patient and levelheaded when dealing with difficult customers, and don’t rush to end the sales call. It’s vital to practice active listening—lean in to the conversation, take notes

One of the most common reasons that salespeople lose deals is that they are concentrating on their solution instead of the client’s problem. Sales pros spend their time in a discovery meeting to fully understand the challenges and problems of the prospect before talking about their solution. In the discovery meeting you should be asking

The true pros in sales today are never pushy, obnoxious or overly aggressive. Instead, sales professionals are trust builders that develop the relationship first. Their approach is to come across in a friendly way, to be warm, supportive, knowledgeable and completely focused on helping the customer to solve a problem or achieve a goal with