With the end of the year quickly approaching, you may be feeling the pressure of hitting your sales numbers.  This is the time to hone you sales skills, and improve upon your sales techniques to make the fourth quarter a great one.  Here are 10 tips to help you finish your sales year strong.1. Do NOT assume people stopped buying, that’s what average sales people do. If you make the assumption and..

A client recently told me "Tim, the 30 second coaching technique REALLY works".The client was needless to say thrilled but its funny because its such a simple technique but its impact can be tremendous.

Sales Progress will be writing its 2nd book for managers and training leaders on specific methods to reinforce training and performance. The missing ingredient in any training program seems to be reinforcement. That is "How do we take the training and skill development to the Real World" without disrupting day to day work of employees?

I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..

Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..

One of the mainstays of our company Sales Progress LLC is our in-depth coaching program "progress Coaching". We think its great but does it work? One of our clients called me and said "Not only are we hitting our numbers but I find myself coaching everyday!"