Author: Kassy Good

Some people have a hard time understanding that there is a high level of predictability in sales at all levels. You may believe that it is the luck of the draw and that it is at the mercy of market conditions. Although those factors do come into play, the biggest variable is you. We may...

Our sales pipeline is the life force that creates and sustains our income as salespeople. Our companies are counting on us to bring new accounts into production while, in many cases, we are expected to maintain existing clients. Keeping a pipeline flowing with new business comes easier to some than it does others. A lot...

A sales pipeline, in the easiest of terms, is the raw product that we as salespeople put into our sales factory to create revenue and profit for the company and income for ourselves. How your sales factory processes this raw material is your sales activity. But how in tune are you really to your sales...

Aaron’s Answer: Some people really continue to believe strongly in route marketing. That is, you make so many stops a day in a territory every day, every week, every month. You knock on the same doors with the same message while dropping off the same brochure. If you’re lucky, you may be allowed to drop...

I’m great at making the pitch, but I struggle with the objections. How can I be more prepared?  Many salespeople struggle with objections, and for good reason. They are a deliberate and natural barrier that can keep us from achieving our goals. There are a few reasons why objections toss us off of our stumps....

There is a lot to say about silence. It is considered golden, uncomfortable, wise, creepy and so forth. There is a lot to be said about a person who is comfortable with silence, and this is not said about many people in sales. We talk. We love to talk. We hang on to our own...

Make no mistake, if it feels like the client or the buyer is in control of the sale, that is because they are. And the reason they are in control of the sales is because you let them. Power and control are usually developed behavioral patterns that we learn from a young age and then...

Asking someone for their business seems simple enough, yet so many of us mishandle the process and, in some cases, all around skip this vital step in closing the deal. After all, asking for the sale is what prospects are expecting from you, right? We make the pitch, ask all the right questions and just...

Many of us in sales lately may have resigned ourselves to the fact that we are grounded with this quarantine and there isn’t much left to do but wait it out and stay in touch with our clients. Now, salespeople tend to be a very tenacious breed and have a hard time sitting still under...