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 [...]
Think of a customer who really likes you and your company. This is a customer who loves you because you have always done more than what was expected. Quick question: When was the last time you asked this customer to help you grow your business by asking them to refer your services to people they [...]
“An idea that is not dangerous is unworthy of being called an idea at all.” – Oscar Wilde Do you want to be famous in your company? How about your industry? Then stop letting others come up with all the ideas. Here’s another news flash. You’re just as smart as everybody around you who is [...]
Watch Your Language! There are three words you should rarely use when speaking about your performance. These words are Can, Try, Should. These words tell others that you aren’t confident in your ability to get things done. Replace them with Will, Done, Must. For example: “Will you be your company’s top sales performer in 2011?” [...]
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