Best Practices

The volume of things we have to ‘get right’ to win a sale can be daunting. But selling, at its core, is a very simple thing. We have to persuade people to make decisions in our favor. When we adopt some best practice principles, our selling becomes more consistent and our success rate rises. On this page we present some best practices to review.
Only the Qualified Survive

Only the Qualified Survive

Any sales manager worth their salt will only forecast a sale once they are satisfied it’s fully qualified. But what does that mean? Just what is ‘qualified’? At its most basic level we’re taught a few simple acronyms. The first one I was taught was MANT. MANT –...

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Aristotle in Sales

Aristotle in Sales

That Aristotle was one smart Greek. He wasn’t even thinking about sales people at the time, but he still laid some of the key foundations for successful selling. When we think about Greeks and geometry we might think first about that other guy, Pythagoras. But it’s...

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Are Rock Stars the Answer?

Are Rock Stars the Answer?

As brain surgeons go, I guess I would be far to the left of the 1st quartile of a normal distribution. Translation: You probably shouldn’t ask me to perform surgery. As a professional boxer, not much better. I’d likely need a brain surgeon. As a pilot, I’d hopefully...

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Hurry up and do nothing

Hurry up and do nothing

Imagine you are a commercial pilot, you’ve just taken off, you’ve climbed to a little over 2,000 feet and you lose both your engines. You have been hit by a flock of geese. You can’t make it back to the airport and you are surrounded by the concrete jungle of a large...

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