No age limit for SIP

Question: Is it okay for a 15 year old to complete a SIP? Answer: There are no age components in the Sales Inventory Profile or SIP. SIP will give you as accurate a result regardless of how much experience in … Continue reading

Einstein’s Theory of Selling

I love this quote from Einstein: Everything is Energy and that’s all there is to it. Match the frequency of the reality you want and you cannot help but get that reality. It can be no other way. This is … Continue reading

USER GUIDE: THE SIP CANDIDATE MANAGEMENT SYSTEM (CMS)

WE HIGHLY RECOMMEND YOU PRINT THESE INSTRUCTIONS OFF AND USE THEM TO MANAGE YOUR CANDIDATES. CREATING YOUR SHORTLIST WHAT’S THE FIRST THING I SHOULD LOOK AT? In the pale yellow row above all the candidates is a series of headings … Continue reading

Cold calling still the leading light in new business sales

Real estate agents are not earning enough. Despite the real estate industry having some of the highest income earners in the country only a small number of real estate agents earn over $250,000 per year.With some many offices around the … Continue reading

Can Sales Managers change sales results in their staff?

I absolutely disagree that managing people differently will yield significantly different performances. They either have it or they don’t and most people who take on sales roles are earnestly trying their best, so bullying them or bribing them with awards, … Continue reading

Sales staff who can ‘Hit The Ground Running’ are bad for your business

There is a belief in the corporate sales world that to hire sales staff who are capable of “hitting the ground running” is a good idea. I’d like to suggest that it’s bad for your business.  Having staff who, the … Continue reading

Sales training for everyone who touches the customers

Everyone who works for a sales and service organization will eventually have some contact with clients or prospects. So everyone needs the confidence to present your business professionally in a way that will assist the sales process of the official … Continue reading