A common question I am asked is, “Why is it so hard to hire and keep salespeople?” To uncover the answer, I’d like you consider a couple of scenarios. When you hire someone, say for a product development role, they have experience, you explain the job, the responsibilities, the expected results, the level of authority,…
When attending events, do you ever wonder how to mingle, network, and make the most of the meetings without turning people off or looking like a “typical” sales guy? Below are the Top 10 Ways to Make Favorable Impressions and New Contacts at an event: 1. Interested people are interesting. Show sincere interest in other…
I am often asked, “Is there a message that I can leave when I am cold calling that will get me in?” My response is: Voice mail was invented by prospects to screen their calls. However, there are a few things that you can do to be more effective while cold calling. They take risk…
I am often asked, “Do you have any good ideas for handling objections?” Objections are one of the most misunderstood concepts in sales. Most of the reason why prospects don’t like to deal with salespeople is because of the ridiculous techniques devised for overcoming objections. My first sales manager gave me a book called 101…
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…