Blog Creating Sales Champions—One Manager at a Time

This is great news. You can actually pre-order my book on amazon.com. Simply click on the link below and it will take you directly to that page. Pre-order this newly released title now on Amazon.com Keith Rosen’s latest book being released February 6, 2007: Guide To Closing The Sale You can also read more about …

Everyone knows that listening is important—especially in sales. But what do you listen for? You listen for the gap. Only after identifying the gap will you know how to help your customers get to where they want to be, even if they can’t see it on their own. Excerpt from The Complete Idiot’s Guide to …

Salespeople echo all the time how they create solutions for their clients when in actuality, they try to control the sales process through the end. I was half way through a weekly coaching call with my client Denise when the topic of controlling the sales process came up. “We try to control as many things …

Being a control freak can sabotage your selling efforts by limiting your sales freedom. Here’s a conversation I had with a client about the topic. Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. …

While perfectionism can be a useful trait, it can hinder your progress when closing sales. Learn how to work with your perfectionism instead of against it. Paul, one of my clients was involved in a terrible car accident that almost left him paralyzed. Being an eternal optimist and a student of possibility, Paul persevered. He …

Your sales mojo is the energy you show up with during every meeting with a prospect. Developing your mojo goes beyond the basics of learning selling strategies. Your sales mojo encapsulates the inner game of selling, which is who you are and how you come across when speaking with others. It’s that allure, charisma, or vibe …

A client I had worked with about a year ago recently emailed me, requesting some time to talk. When we finally got on the phone together, it was apparent why. Miki was a seasoned executive recruiter. She hired me initially because her sales were down and thought a coach might be able to give her …

To become a great salesperson you need to foster and build strong relationships with your prospects and clients. But not everyone wants a relationship with you. The stronger the relationships that you build with your customers, the easier it will be to sell them, serve them and support them. While this is certainly true, essential …