“Why I Can’t Get No Sales Satisfaction” – Sales Lessons Learned From the Rolling Stones | Part 4 of an 8 Part Series

Part 4: “Start Me Up” In Part 3 of this series, we discussed the importance of Activity versus Productivity and making sure that you start with a solid sales plan that will help you achieve your goals. Good salespeople understand the importance of having a clear understanding of their “best customer.” Conversely, they also have…

Best Response to “Sell Me This Pen” | Sales Xceleration

Best Response to “Sell Me This Pen”? (It’s Probably Not What You Think.)

It’s the classic (and perhaps inevitable) question used to challenge a salesperson “on the spot”; so, what’s the best response to “Sell me this pen”? Frankly, the eventual best response to “Sell me this pen” might be to not even ask for the sale! That’s because the first best response may require that you resist…

Straight Commission

8 Reasons Straight Commission Sales Compensation is a Terrible Idea

Straight Commission Sales Compensation is a Terrible Idea. Here are 8 Reasons Why: Straight commission sales compensation sounds great to many business owners. After all, it seems low-risk and high-reward: if salespeople don’t produce, they don’t get paid – but if they sell plenty, they earn plenty. Everyone wins, right? Well, not very often. It is more…