When an opportunity has an extra zero or two at the end, what do you do differently to earn the business? Are you more polite, respectful cautious, aggressive, intimidated, or observant? Do you ask more questions, better questions, fewer questions? Do you spend your time answering questions, talking about your value proposition, company and expertise?

There has been an ongoing debate about the death of the sales call, the death of the sales force and the eventual death of selling. You can read the latest installment on my Blog, Understanding the Sales Force.

You probably know Jeffrey Gitomer, author of the Little Red Book of Selling and a syndicated columnist in many business journals. In this week’s column, Gitomer presented five internal senses required for having a sense of selling. The great part of writing my own weekly column is that I can disagree with what he writes!

I get many calls and emails asking for help – and that’s good! One of the things I’ve observed over the years is that most salespeople, when they’re struggling some, don’t know why they’re struggling. I thought that today I would share my simple formula for helping salespeople discover where in their selling process the problem is hiding.

What separates sales superstars from the salespeople who simply reach their goals and those who struggle and under achieve? In today’s clip I’ll share both the 21 Sales Competencies as well as some Best Practices.

That’s right. Never miss your goal, target or number again. Today I’ll show you how.