Sooner or later in the life of every salesperson the infamous price objection will rear its ugly head. The reality is that buyers want to spend as little as possible. Salespeople want to maintain high maintained margin and don’t want to be viewed as a commodity for which there is no customer loyalty. So how […]
Without a doubt, referrals are the best source of qualified leads. When friends, business associates or clients recommend you and your company to someone they know, your odds of bringing home the bacon increase. When you receive a referral you have pre-approved authority to conduct business with the person referred to you. It’s a matter […]
Sales people are constantly searching for ways to maximize their opportunities to increase their sales. In 2005 I had the great pleasure to work with a sales coach on my team named Kevin Patrick. He has since moved into a new position as Sales Manager with a successful company. Kevin wrote a little booklet to […]
Over my 30+ years in sales, sales management and sales training, I’ve developed a different understanding about how timing affects the sales process and individual response. I remember times when I simply could not understand why someone would not return my call, agree to my proposal or why someone would cancel our sales agreement. In […]
Where do you start? With yourself! Things Leaders Do – General Electric Jeff Immelt on 10 keys to great leadership. 1. Take Personal Responsibility Build teams and place others first. It’s not about you. 2. Simplify Constantly Clearly explain the top three things you’re working on. 3. Understand Breadth, Depth and Context How do you […]
It’s the holiday season and after a long day of pounding the pavement and making sales presentations you finally get home. After hanging up your coat, you pour yourself a little bit of holiday cheer, sit down and go through your mail. Lo and behold you find a Christmas card from someone you hadn’t even […]
Today there are many unemployed professionals and young college graduates looking to get on the career ladder. Those trying to get onto the ladder and planning to move up, are proof that it’s possible to advance all the way to the top. At times we’ve all been in each of these positions. There are those […]
It’s been said that if two people want to do business together, nothing will get in their way. If they don’t want to do business together, anything will get in the way. Negotiation is a part of life and here are some points to consider. 1. Throw your fears out of the window. Don’t worry […]
Each of us approaches the initial meeting with a new prospect differently. It’s clear that proper preparation can be the action that leads to a successful outcome. Both parties have expectations. Understanding your prospects expectations and desired outcome almost always leads to a positive first impression. Before your first meeting spend some time doing pre-meeting […]
I’ve been blessed with great training in my career. My first day in radio sales was spent with Chris Lytle, author of the Accidental Salesperson and one of my bosses. In fact working with Chris and his partner Sarah 15 years later was the life changing career experience that allowed me to start my own […]