Are You a First-Responder or JUST a Salesperson?

Examine your motivations. Why would you accept a job offer from a company seeking to hire a salesperson? Is it salary, commission, benefits, travel, prestige, perks, the adrenaline-rush of closing a sale, is it about satisfying your innate ‘hunter’ instinct, the challenge of meeting and exceeding quotas, or is it a sense of duty and loyalty [...]

By | December 21st, 2010|Collaboration, Sales|Comments Off on Are You a First-Responder or JUST a Salesperson?

Be Wary Of The ‘commission-only’ Employer

Companies with proven products or services, with established territories consisting of satisfied customers often remunerate their salespeople on a commission-only basis. These companies value their sales staff and know that commissions from repeat sales will adequately reward them as they prospect for new clients and increased sales from existing clients. Make no mistake, the candidates chosen for [...]

By | August 14th, 2010|Sales|Comments Off on Be Wary Of The ‘commission-only’ Employer

Overcome Objections & Vampires

The phrase ‘overcoming objections’ out-clichés most other jargon in the misunderstood profession of selling. ‘Objections’ are, supposedly, the roadblocks … the counterpoints that prospects use as protection during their struggle not to become customers. In vampire lore garlic, holy water and the crucifix are equivalent to sales objections. Traditional salespeople have, down through history and to this very day, been cast as hunters and [...]

By | May 2nd, 2010|Sales|Comments Off on Overcome Objections & Vampires