Archive | Sales

Ask Joe: What is the best way to increase my income by $15,000 a year?

Ask Joe: What is the best way to increase my income by $15,000 a year?

You didn’t say how many units you sell now or how you’re doing, so let’s assume you meant $15k more in the next 7 months. The math is always first: $15,000 ÷ 7 months means you’ll need an extra $2,142 per month the rest of the year. If you average $350 in commission, you’d need … Read More »

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Being Productive at Work? It’s a Key to Your Success!

Being Productive at Work? It’s a Key to Your Success!

Great question, because being more productive is your key to success. There are primarily two things that control your productivity at work each day: Your activities (what you do) Your skills (how well you do them) Your daily goal is to stay busy doing productive things your entire shift. Continuous activity keeps your momentum going, … Read More »

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Sell More and Stay Motivated

Sell More and Stay Motivated

We’ve talked about ‘motivation’ a few times…As a salesperson, it’s easy to become demotivated from being bored waiting for customers to show up, not selling, not making enough money and a host of other things; bills, outside issues, etc. And while ‘selling more’ may be the very short version of the solution, for most people, … Read More »

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It’s Your Skills, Effort & Stamina That Can Make The Difference…

It’s Your Skills, Effort & Stamina That Can Make The Difference…

If you’ll learn more, and then go to work to work harder and work smarter than anybody else will, you’ll earn more than anybody else can, for the rest of your life! Salespeople and managers always ask me about what I think it takes to really succeed in sales (or in any other business). The … Read More »

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Watch Out for Hidden Objections

Watch Out for Hidden Objections

Beware of hidden objections. Your buyer today has ‘issues’, and hidden objections are just that – objections that all of your customers have, but that they will probably never say out loud to you. These objections kill your sales though, because they’re concerns that every customer has, and even they may not be consciously aware … Read More »

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Control The Process and Make The Sale

Control The Process and Make The Sale

I get this question a lot from salespeople, “Why do you say we have to be in control if people already know what they want?” Because 86% don’t buy what they said they wanted and too often, salespeople assume their prospects won’t slow down and let them do their job just because they come on … Read More »

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