Consultative Selling in Action

Written by Jamie Irvine | 3.5 Minute Read

In my current sales role I have been managing my territory for nearly a year and in the last month, I have had three very productive meetings with customers where I was able to be a truly consultative sales person.

Let me tell you the story.  Continue reading “Consultative Selling in Action”

The Problem with Passion

Written by Jamie Irvine | 3.5 Minute Read

The advice to “follow your passion” has never been more popular. Entrepreneurs especially espouse this nugget of wisdom and on the surface, it appears like excellent advice. I totally disagree! Continue reading “The Problem with Passion”

Get Out of Your Own Way and Profit

We often spend a lot of time worrying about what our competitors are doing. We genuinely think that our competitors represent the greatest risk to our companies.

When we look at our P & L we think sales are too low, costs are too high, and profit is elusive so we blame competitors, the market conditions, globalization, and other external factors.

What if I told you that the largest threat to your business was ALWAYS internal? Continue reading “Get Out of Your Own Way and Profit”

The Confidence Factor – Your USP for Life

Confidence is one of the things in life that is absolutely necessary to achieve great things and can be an even greater liability if misused or misunderstood.

In sales, the acronym U.S.P stands for Unique Selling Proposition and is usually applied to the thing that differentiates the company, salesperson, and offer from their competitors.  Continue reading “The Confidence Factor – Your USP for Life”

3 Different Types of Sales Presentations (3.5 minute read)

The art of being a great salesperson is, in my opinion, best achieved when you marry inborn personality characteristics and training with a sales system that takes advantage of the science of making money.

The system that most sales professionals use can be broken down into 4 individual steps. These steps kept in the correct order produce consistent and predictable results. The methodology and technology used to execute this system is merely the “how” and can be personalized to fit any salespersons preference and more importantly any customers preference. Continue reading “3 Different Types of Sales Presentations (3.5 minute read)”

How to Get More Done Every Day (2-minute read)

Everyone is busy. Everyone is overloaded with information.

What can you do to get more done every day? Continue reading “How to Get More Done Every Day (2-minute read)”

What Kind of Sales Person Are You? (3-minute read)

You have a specific set of personality characteristics that define you. These personality characteristics that you inherited from your grandparent’s and parents were shaped by the environment you grew up in. The result is that you now have a personality profile and that profile can be matched to a specific job or role in a company.

Just as people from the same family can be very different from one another despite sharing the same DNA, so can the role of a position in a company within an industry.

So what kind of salesperson are you? Continue reading “What Kind of Sales Person Are You? (3-minute read)”