The typical sale goes something like this: lead, contact, qualifying questions, demo. You blow them away and then you hear, “Looks great. We’ll get back to you.” If your closing percentage is less than 80%, you are doing too many demos. Before your next demo, consider the following check list: 1. Everyone involved in the…
1. One-day training doesn’t work! It didn’t take one day to develop the reason(s) you want training. What will one day do – other than entertain and waste valuable resources? Achieving results takes time, effort, commitment, accountability AND ongoing reinforcement! 2.Self-Image. Training programs most often fail because the beliefs of the participants are not addressed.…
A kid yells! A crowd explodes in enthusiasm. A tear goes streaming! An uncontrollable urge from out of this world wakes up an inner spark, then manifests into an outward flailing of arms, jumping up and down, stomping kicking and screaming like a possessed daemon of excitement. The feeling is overwhelming! I was lucky enough…
Over the last 10 years, I must have turned down over one hundred invitations from friends and clients to play golf. I was almost anti-golf. ‘Who cares about chasing a little white ball around? Besides, if I have 5 hours to do something, I’d rather be fishing,’ was my attitude until last summer. There were…
It’s going to rain. Find something else to do. I’m hungry. However, you knew well in advance you would be without food for the evening. He said he was going to buy! I kind of got the feeling early on that this was a big game for him and he was not that interested. All…
“What’s the matter with you? You are playing like a little sissy! You missed the last three par putts, you shanked one into the woods and your head must be somewhere the sun don’t shine! If you don’t get a thrill by standing over the ball when the game is on the line…then you shouldn’t…
Sales Training??? With the price of gas forcing the cost of everything up, choking budgets and worming its way into everything like a virus, how can we justify spending any training dollars? I give you the age-old question, “What is worse: to train your staff and have them leave, or to keep them and not…
Springtime is approaching. In the great northeast, the snow is melting and calendars are booking up fast! Do you know how to work a room and make that full calendar of yours overflow with opportunity? If you are scheduled to attend an upcoming event, here are some tips for networking: Stop trying so hard. (90%…
Have any of you ever found: The harder it is to get your foot in the door, the easier it is to get the sale? That is the lesson I learned when I was selling vacuum cleaners door to door in the early eighties. As a rule, if I needed to put forth a substantial…
In the profession of sales, a razor sharp mind is a definite advantage. A main component of a razor sharp mind is memory. Names, events, places, and contact information certainly top the list of things to remember. Do you know the business model of your prospective client or customer? What about the process of how…
