by Jeff West | Jan 31, 2014 | Sales Coaching
I remember feeling very awkward as a teenage boy trying to ask a girl out on a first date. My throat would get dry. The palms of my hands would begin to sweat. Often, when I began to speak my voice would crack and it sounded as if I was going through puberty again....
by Jeff West | Jan 30, 2014 | Sales Coaching, Sales Leadership, Sales tips
In yesterday’s post we discussed how difficult it can be to achieve double-digit sales increases when you only retain 10% of your sales team. The reasons for turnover in sales teams are surprisingly similar across all industries. Understand that 70% of all sales...
by Jeff West | Jan 29, 2014 | Sales Coaching, Sales Leadership, Sales tips
Tom was one of my best friends growing up. We spent countless days together as children playing sports and riding our bikes. Later, as teenagers we spent many afternoons and evenings riding around in Tom’s car. His car wasn’t much more than a clunker – but it was...
by Jeff West | Jan 28, 2014 | Sales Coaching, Sales Leadership, Sales tips
There have been times over the last 31 years that I have found myself coaching good people about challenges that they seemed to deal with repeatedly. They had good hearts and an excellent work ethic, but found themselves getting similar objections from their prospects...
by Jeff West | Jan 27, 2014 | Sales Coaching
Court is back in session. Everyone rise! On Friday, we discussed the importance of asking carefully crafted questions during the sales process so that your prospect will almost lay your sales strategy out for you. I Object! Objection Sustained! I asked you to make a...
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