Successful salespeople do become demoralized. The difference is that it doesn’t happen to them as often as it might to other salespeople, and they don’t let it derail them for very long. This is one of the key factors in the importance of having a professional mentor. A mentor helps you navigate the murky waters

“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

We’re excited to announce that we have expanded our sales leadership training and mentoring offers to include Disc Personality Assessment workshops. Gary Ross and Allies In Leadership, will help you tap into your greatest motivations and dramatically improve your relationships and accelerate your results.  Your individual personality affects every aspect of your life. That’s why

As you launch into 2020, consider fortifying your foundation with self-discipline. Many people cringe when they hear the word, “discipline,” but take a look at the root, “disciple,” because it is related to mentor or coach. We’ve all experienced how the right coach brings out the best in us and self-discipline is an integral part

Hiding behind your computer screen, not only lacks courage and courtesy, but can be very costly. One of the greatest errors that inexperienced sales managers make is pursuing sales management in order to get out of making sales. The truth is, sales managers need to constantly improve their communication skills to “sell,” ideas and concepts

Sales performance that is truly, “well done,” is rare. Most salespeople realize that much of what they produce is average. Only doing what is expected of you is a limit on your true potential—a self-imposed limit. What would happen if you decided today that you would double your productivity in the next twelve months? Refuse

It’s important to plan every appointment and call with the understanding you’re your prospect has unanswered questions, whether they express them or not. The prospect has concerns and unresolved objections for you to overcome. Adequate preparation and experience will give you a variety of ways to ask questions and probe and uncover the client’s unresolved