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Sales Experts have identified several sales skills that are essential to a consistently successful sales career. These skills are also necessary to fulfill the consultative sales process successfully and build long term business relationships with repeat business and not a transactional, one-time sale situation. Tune in today’s show as we share key ideas to help you elevate your level of success in the sales and business arena.

Organizational Psychologists have identified several personality traits and characteristics that the most successful sales and business professionals possess. These traits determine the measure of success you will experience in your sales career. The good news is these traits can be developed and honed. Tune in today’s show as we share key ideas to help you elevate your level of success in the sales and business arena.

This weeks show will be a continuation of last weeks show. Tune into today’s show to learn the techniques of successful team negotiations and we will continue to discuss how to counter seven deadly negotiation tactics that normally has many sales and business professionals wondering what happened to their profits. It’s time to protect yourself and your profitability.

New books, blogs and studies are released every day on the subject of how to sell in these times of dramatic change. It's enough to make your head spin! Tune in to this broadcast as my guest Deb Calvert and I sift through all the conflicting and confusing information about how to sell effectively. We'll help you sort it out and get refocused on the modern techniques and competencies that genuinely do make a difference.

72.6% of salespeople using social selling strategies outperformed their sales peers and exceeded quota 23% more often. Top social sellers also tracked back their activities to closed deals – 5 or more! But there is more to being a successful seller in today’s digitally wired, 24/7 connected world than clicking on a few buttons in LinkedIn or Twitter. Using social for brand building, networking, prospecting, sales call research and establishing influence and capability is only part of the equation. If you can’t sell, you can’t close deals. Tune in to today's show as my guest Barb Giamanco will talk about how sales has evolved and what you need to do about it. We will also discuss how social selling strategies do drive revenue objectives, and how if you aren’t visible on social, you are locked out of deals without even knowing it.

Many of the buyers you encounter today are going to pressure you to reduce your price in order to win their business. Make no mistake, you are being commoditized. Without the business acumen to truly understand your client’s business and justify the impact your solution has on your prospective client’s profit, ‘you are destined to compete on price. Tune into today's show as our guest, Bob Rickert shares keen insight on how to enhance your profitability by improving your clients profitability.

There is a famous slogan, “You don’t get what you deserve, you get what you negotiate.” This show is a sequel by popular request to the “Tough Times Don’t Last, But Good Negotiators Do,” episode. You are negotiating everyday in some form or another. Based on surveys with participants in my negotiation workshops, more than 85% have never taken a negotiation course or read any books on the subject. Therefore, their margins, commissions, and profits have been eroded for years and even decades by skilled negotiators. Tune in to today’s show to learn how to handle situations in your professional and personal life that can cause a negotiation to be unproductive, unsuccessful, and unprofitable.

Business is always been about relationships. Relationship marketing is really connecting people with people in business. Today's social media is showing us how we can connect people in a real, human way much more than in a plastic, broadcast-only way.Tune in to today’s show with my guest, Terry Brock will talk about how social media can help you in many different ways to develop customer intimacy and loyalty. He'll also discuss how you can use social media tools like Klout to achieve the maximum effectiveness with your work online.

This is how you take control of your future and your finances. brbr The world and the world of business are rapidly changing. There has never been a greater surge of people becoming entrepreneurs in history. This has created a dramatic increase in competition, and it’s causing many sales professionals, business owners and entrepreneurs just like you to worry about the future success of their business and livelihood. brbr Those who continue to do business today the same way they did even a year ago are discovering it’s only getting harder, more stressful, and less profitable. As the information age comes to an end, and the age of collaboration kicks in, it will be the entrepreneurs who understand this NEW ECONOMY that will secure their position at the top of their industry. brbr In this compelling interview, Topher Morrison will share with you the strategies for how you can collaborate so your business doesn't disintegrate.

Effective questioning skills is the backbone and the life blood to developing long-term and meaningful relationships with customers. Sales professionals must dare to be much bolder in the way they use questions for the purpose of being a powerful selling tool. Tune in to today’s show with my guest Debra Calvert will share from her research how improved questioning skills will greatly enhance your sales effectiveness.

Key People enjoy a special status in their chosen field because they are well connected, well known, well regarded and highly valued. They get invited to be a part of the best teams and projects and they can often write their own terms. The reality is that the greatest entrepreneurs on earth spend most of their time positioning themselves as the most important person in their industry. Your main job as a sales professional or entrepreneur is to become a Key Person of Influence and maintain it. Tune in to today’s show, as my guest Topher Morrison will share with you the strategies for how you can become that Key Person of Influence in your chosen profession.

Key People enjoy a special status in their chosen field because they are well connected, well known, well regarded and highly valued. They get invited to be a part of the best teams and projects and they can often write their own terms. The reality is that the greatest entrepreneurs on earth spend most of their time positioning themselves as the most important person in their industry. Your main job as a sales professional or entrepreneur is to become a Key Person of Influence and maintain it. Tune in to today’s show, as my guest Topher Morrison will share with you the strategies for how you can become that Key Person of Influence in your chosen profession.

Maintaining positive relationships with customers is one of the most important components to a successful sales career or the growth of your business. In most relationships, there will be a “moment of truth” when something happens that can cause the relationship to stall, grow beyond measure, or implode. The outcome depends quite heavily on our reaction or response to the other person. If you respond correctly, trouble is averted and the relationship is enhanced. If you respond incorrectly, the relationship could be damaged beyond repair and a customer is lost. Tune in to today’s show to learn some priceless tools, and tips to foster stronger bonds and greater revenue when trouble raises its head in the relationship.

Once again the year is flying by and we will soon into the second half of the year. This is the perfect time to assess our performance for the first half of the year, and make the appropriate adjustments to accomplish the goals we established for this year. Tune into today's show as we discuss key self assessment points to assist you in finishing the year strong.

The telephone used properly and for the right purpose is still an effective tool in today’s sales arena. Although technology and social media continues to excel, the telephone can still be one of the best ways to reach a prospect. However, used improperly, the telephone can do more harm than good in the sales process. Tune in to today’s show as we discuss some major mistakes in using the telephone for selling and how to avoid them.

Sales Experts have identified several sales skills that are essential to a consistently successful sales career. These skills are also necessary to fulfill the consultative sales process successfully and build long term business relationships with repeat business and not a transactional, one-time sale situation. Tune in today’s show as we share key ideas to help you elevate your level of success in the sales and business arena.