Prospecting which I call networking is the key to success. It’s called relationships building. It’s called cooperation. Most of the time it our fault as individuals for not being for…
The role you is when take certain role in getting something done the way that role defines it and you fail which is OK. People fail all the time. Failure…
In an earlier blog post I looked at the evolution of sales and its move toward authenticity. I decided to follow up that post with a story from my own…
Sometimes sales can be a numbers game. The success of a lot of sales people depends simply on how determined they are to put in the work. Particularly in a…
I was recently talking with a friend who works in sales. He regularly makes over 100 cold calls per week, buying investment real estate. I was asking him for advice…
“I would never work in sales.” “Salespeople are just trying to take my money.” “Sales people are…” “pushy.” “obnoxious.” “slick.” “manipulative.” “deceptive.” The above are all common views of sales,…
In sales, organization is key. This can look very different depending on the type of sales situation or the person in charge. It’s not vital that your method of organization…
When selling, we all think we have to say things perfectly and sell ourselves just right. When we do this, we have a tendency to stop “selling” and just start…
Selling ain’t telling, asking is. This is rule #14 from Mattson. This is a key concept in trying to figure out what problem your prospect is having. After all, if…
We have spoken in class about how learning to fail, is the only way you’ll learn to win. I’m sure that we’ve all been taught something similar throughout our lives–“learn…
Najib Afghan 
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