Dr. Lill’s Blog

Setting sales goals is fine, but SMART ones get results

Are you managing time better? Have you learned that new software program? Perhaps, your goals are tied to performance-based compensation. Did you meet with your supervisor to discuss your goals and criteria for appraisal so that the next review will contain no hidden...

Sales people must get in synch with prospects, clients

Is there one best communications style for selling? Is the friendly, outgoing individual always going to end up with the sale? Perhaps the serious gget-down-to-businessh salesperson is the one who will walk away with the order most often. The answer is that there is...

Issue of ethics often faces professional salespeople

One of the rewarding aspects of college teaching is learning from the dialogues with students. Many of the students in my undergraduate sales and marketing classes, and all at the graduate level, are working while attending school. Therefore, issues discussed are...

Successful salespeople are diverse, but share core traits

No one list of traits exactly describes every successful salesperson – they are as diverse as members of any other profession. They include both extroverts and introverts and all the degrees in between: shy and outspoken, talkative and quiet. However, certain core...

Successful salespeople are new breed of professionals

In today’s sophisticated and competitive marketplace, the professional salesperson is not the fast-talking, hard-closing, uninformed and unethical “peddler” portrayed in literature and entertainment media. The professional salesperson is a solutions provider to the...

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