Recently, I was watching a TV show honoring the career of Don Rickles who had been a comedian for over 50 years. Maybe the young people who are under 25 years old do not know him but any - one over 40 does. He was on all the latenight talk shoes, been in a number movies and had a few TV show…

Research states that true sales training is approximately 130 years old. I have found that sales training is usually last in line when it comes to any formal processes, type of measurement or a strategic approach to training. Don’t get me wrong. There are a number of large corporations that …

What is closing? It’s obtaining a written or verbal contract. When do you close? A really successful salesperson almost knows instinctively when and how to close. The good news: this instinct can be learned.

You will not read this column and say “That is some new stuff Hal is talking about now.” You have heard or read it all before, but now is the time to put all this into action.

I am sure that if my parents were still alive they would get a kick out of this column because they would be saying, “I knew it all along, that you would be in sales or teaching sales, etc.”

Many of you of may be familiar with the TV show Undercover Boss. It has a simple but powerful premise and message. It takes a CEO and puts them “undercover” in their own company. This way the employees do not know that this is the CEO, and in many cases, he or she is learning and doing menia…

I cannot take credit for this thought. One of my best friends who I have known for more than 50 years (ouch, makes me feel real old) said this to me the other day.

Most people think that sales trainers or sales consultants used to be salespeople. That might be true. Nope, let me change that remark. It is true, and some of my friends and colleagues who are speakers on sales or selling have not made sales calls in decades.Trust me, it is easy to be in fr…

I truly feel that (sales) training is simple. Hire the right person, give them ample product knowledge, provide “professional” sales training and monitor their results.

Why do salespeople complicate something that at least in my opinion is so simple. When I go in the “field” or travel with salespeople and make sales calls, especially cold calls, I watch them in most cases have very little success.

I truly feel that (sales) training is simple. Hire the right person, give them ample product knowledge, provide “professional” sales training and monitor their results.

Ever been on a date? Unless you are reading this and are under the age of 13, I am sure that your answer is yes. Now, go through your mind and think back at some of the dates you might have been on. If they were a movie, would it have been a comedy, drama or a horror flick?

Have you ever been sitting patiently on the tarmac while on an airplane for what seems like an eternity before takeoff with no knowledge of what is going on?

I don't usually like sales-trainer stories, but this one just blew me away. Two woodsmen had a contest to see who could chop the most wood on a given day. One guy is big — 270 pounds, and the other is small, or as they say, “Hal Becker size.”

I find so many salespeople who think the key to selling is networking and constantly searching for new business in addition to the business that they already have. I have no problem with that concept if it works — but only if it truly works for them.

It is so easy to get into a bad habit and then keep doing it without even realizing it. Later, we often realize that we’ve acquired the bad habit and that we can change (if we want to), but too often we just say, “Nah.”

It is so easy to get into a bad habit and then keep doing it without even realizing it. Later, we often realize that we’ve acquired the bad habit and that we can change (if we want to), but too often we just say “Nah.”