by Ben Lai | Dec 1, 2016 | Sales Mindset
Have you ever found yourself chatting with friends about how ridiculous profit margins for some products are? I have heard it said that a pair of Nike shoes costs only $5 to manufacture (it’s actually ~$30), after which all those present lift their noses...
by Ben Lai | Nov 24, 2016 | Sales Mindset
It brings me great joy to see the new paradigms salespeople are adopting in today’s marketplace. I often encourage my audiences to see themselves as a “doctor of selling,” expert consultant, and in a relationship with their clients. There is however, another level of...
by Ben Lai | Nov 17, 2016 | Sales Mindset
A few weeks ago I listened in on one of the most fascinating sales calls of my career. It began with the prospect stating absolutely: “There is NO way you will convince me to buy…” Wow! Talk about having a strong sales “objection!” I imagine most salespeople at this...
by Ben Lai | Nov 9, 2016 | Sales Mindset
Have you ever set yourself a sales goal (e.g. I will make 20 sales calls a day), and then fail to meet it? It’s easy to beat yourself up for lacking willpower, but oftentimes it comes down to a lack of discipline. What’s the difference? I define willpower as the...
by Ben Lai | Nov 3, 2016 | Sales Prospecting
With all the negative perceptions of selling, it can be challenging to feel good and confident about our profession. As a result, many of us have feelings of guilt when asking for the order or making a profit, and today I want to help you make three adjustments that...
