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…
Yesterday was one of those days that comes together as a day to remember. I’m going to share with you 4 events that took place and I have to premise it with this: It’s not about me! While the message may come from me and may look like I’m double-jointed patting myself on the back,…
One of the biggest complaints I hear from business owners is; ‘My people don’t even know what our value proposition is!’ While that may be a problem that is usually a symptom not the problem. The problem is no one has take the time to discuss the companies unique selling proposition. We all have competition…
I’m stuck. My manager says ‘sell’ but the developers can’t keep deadlines. How can I sell when they can’t complete what we sell now? This is a common challenge. Here are some questions that come to mind. How long has it been this way? What has management done to fix the problem? What is the…
Imagine if you will, that you are in a foreign land but didn’t realize you were there until you were there. You don’t know the language, the culture, the signs, and the unspoken language. You could flip someone off unknowingly and become one of those ‘heads on a stick’. Imagine again, if you will, that…
Top Ten Prospecting Rules What’s a four letter word that salespeople hate most? Prospecting! I know it’s not four letters but all the other four letter words are taken. Prospecting Prospecting Prospecting. These are the three most important words in sales. While this is one of the most dreaded activities in sales, it is by…
All too often salespeople get jammed up on a live sales calls because they are trying too hard or they are following some kind of predetermined script. Practice in low-risk situations and practice often, then when you get to the live meeting, let it happen. Trust your gut! Get out of your own way! Stop…