Depending on what type and size of business you operate, you probably have to SELL something to generate revenues. Unless you’re operating purely from a hobby standpoint, YOU need to sell to make money…

There are businesses you can operate online that require nothing but marketing strategies and no face-to face contact, but that’s an entirely different subject. I’ll get more in depth into that subject in an article in the future.

What I’m talking about today is, the act of ‘selling’. In person.

Selling is offering to exchange an item of value for a different item. The original item of value being offered may be either tangible or intangible. The second item, usually money, is most often seen by the seller as being of equal or greater value than that being offered for sale.

You need your people to do more of the above. SELL!

But how do you motivate your staff to sell more? How do you get them to upsell? They already know that if they sell more stuff, they’ll make more money.

You ponder that for a little while. If they sell more, they’ll earn more. So why don’t they just sell more?

Answer: Your sales staff doesn’t sell more because THEY don’t believe that they can!

Their own belief system doesn’t allow them to. OR, they don’t believe in the product they sell. OR, they don’t believe in the company/management they represent.

If your sales people don’t believe in the product or company they represent, then they need to go somewhere else. They don’t belong in your organization.

BUT WAIT A SECOND. Why don’t they believe in the company or product? Did they used to believe? Did something change?

These are questions you need to take a good look at…

So, it could very well be your fault. Especially if you’re the team leader or sales manager. This is where most of the responsibility lies. It’s with the sales manager.

What are you doing to help your sales people succeed?

What are you going to do this year that you didn’t do last year to help them?

Do YOU and your company offer sales training? Is it any good? Can it be measured and tracked?

WHOA, that’s a lot to think about, right? But, it’s all there for you to mull over. If you are conducting sales training, then why aren’t your sales teams ‘sales’ better?

START HERE. Take a good look at the training you are currently conducting. And be honest with yourself. YOU know if it’s good or not. How? Look at your sales. The numbers don’t lie.

If you are not reaping the results you want, then it’s time to make a change. There are plenty of good solid sales trainers, coaches and programs out there. Just do your research and find someone who you can trust and are comfortable with. Find out what program they train with and go from there. It can make all the difference in the world.

Happy Selling.

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about Bob visit or on Twitter @BobTheriot


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