Many salespeople waste a lot of time and energy on “no show” appointments. We’re so eager to get appointments on our calendar that we do not take enough time to pre-qualify and test the commitment of our prospect. Here’s how the scenario typically goes:

We (the salesperson) speak with a prospect for the first time to measure their interest and try to get them on the calendar. We convince them to schedule an appointment with us and we hang up the phone thinking we have made the first “close” of our sales process.

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I thoroughly enjoy working with Sales Professionals and helping them increase sales through our Sales Acceleration Program. This is a powerful process where we customize a plan for your sales team or business. It doesn’t take long for most of our clients to see sales increase as they identify and engage in more fruitful behaviors.

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As a business owner and entrepreneur, you have many responsibilities. One of the most important is the successful execution of a sales process. One of your main goals as a business owner is to make a profit…and you can’t make a profit if you can’t make sales! However, this is easier said than done. When it comes to successful sales, business owners have 2 key responsibilities.

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It’s extremely gratifying for a business owner or sales professional to close a sale. For me it’s not just a “win.” It’s the awareness that I have satisfied a sincere want or need for another human being. I have helped them in some way. I have provided so much value that they willingly compensate me for what they are receiving.

I just completed 2 days of sales coaching and training with a local franchise owner. I shared with them my belief that traditional sales training does not work.

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I’ve coached many business owners and sales people throughout the years. From individual salespeople to large sales teams, there are 10 skills that every business owner and certainly every sales professional needs to continue to develop and refine. Here they are:

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