If I could show you a way for you to easily annoy almost every prospect you meet, would you be interested? Well here it is. Simply start your sales questions with, “If I can show you a way…” Fact is, countless sales calls since 1973 have begun with this phrase. (Which means we are now [...]
“Why Doing More Should Make Your Wallet Fatter” There is a lot of talk about adding value to customers as a way of differentiating you and your company. The problem is, most salespeople don’t know how to do it. The second problem is, those that do add value are often the same ones who STILL [...]
“Beach sand, perfect tans. Day walks, night talks. Sleepless nights, pillow fights, and spending every day with those who matter most.” -Unknown You work hard. Real hard. Up early checking emails, mid-day customer emergencies, kid’s game starts at 6:30 and you still need to get that proposal done before morning. Nearly everything you do is [...]
As a salesperson, your preparation before a call or presentation is essential to getting the order. You do your homework, think of your call objective, the materials you will use for support, how you will handle objections, and what needs to be done to get customer agreement. Unfortunately, average sales managers and leaders often fall [...]
Urgency is doing. Knowing is not enough; we must apply. Being willing is not enough; we must do. – Leonardo da Vinci There are a ton of applications for this quote but I will focus on meetings, sales calls and communication in general. How many times have you walked away from a conversation or meeting [...]
“That man had no more sense of direction than a bunch of firecrackers.” -Robert Wagner Average and below average salespeople often act like firecrackers. They get in front of an important prospect, light the wick and hope for the best. Perhaps the biggest cause of the erratic verbal explosion is their lack of a clear [...]
Email Action Check your email right now. How many do you have sitting in your Inbox from salespeople and marketers trying to get your business? And what separates the ones you open versus the ones that get sent to your Junk Mail Abyss? Let’s face it; none of us have enough hours in the day [...]
“A sense of humor… is needed armor. Joy in one’s heart and some laughter on one’s lips is a sign that the person down deep has a pretty good grasp of life.” –Hugh Sidney Funny works. It sells a ton of product, brings the walls of resistance down, gets you the attention of a tough [...]
“Innovation distinguishes between a leader and a follower.” -Steve Jobs Chances are you own an Apple product…your iPhone, the kid’s iTouch, your spouse’s iPad, and the three iTunes gift cards that have been lying on the kitchen counter since the Holidays. So how did Steve Jobs and his team do it? First, Steve Jobs waits [...]
“How soon ‘not now’ becomes ‘never’.” -Martin Luther Are you a procrastinator? If so, you may not only be putting off tasks that you would rather not be doing, but you may also be putting off your rise to the top. Top performers, unlike procrastinators have the ability to prioritize then act. And the good [...]
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