Author Archive
Sales Leadership in a Tough Economy
Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times:
1. Forget wait and see. Procrastination is the worst trait any salesperson can have in a recession. Salespeople who increase prospecting during hard times may take customers from those who decide to cut back until [...]
Success or Statistic?
Are you on the path to success, or on track to becoming a statistic?
Every year, enthusiastic and confident men and women start businesses with creative products and services that they sincerely believe address real industry needs.These entrepreneurs are absolutely certain that nothing will stop them from succeeding. Unfortunately, 33% of businesses fail within 2 [...]
Retaining Customers in Tough Times
Customers today are bombarded with more attractive offers all the time. If they see a better deal based on price, quality or service, they may feel pressure to leave you for a seemingly better offer.
It’s critical for salespeople to come up with the specific reasons why they lose a customer. They may be in jeopardy [...]
Recruiting is the key to finding Salespeople who will sell . . . for you
Too often salespeople are hired for what they know, then later fired for who they are. Education and experience take precedence in the recruitment process when the company doing the hiring really needs to know how the applicant will behave. There are four key questions about how people will behave in a work environment:
How do [...]
Goal Setting – The Good, the Bad and the Ugly.
To ensure greater sales productivity and effectiveness in today’s competitive business environment, many organizations have migrated to “pay for performance” sales compensation plans. The “pay for performance” concept has received a great deal of attention in recent years, much of it undoubtedly well-deserved. After all, the concept has allowed many firms to create more aggressive [...]
Effective Sales Managers Are The Key To Real Sales Growth
Have you ever wondered how people with apparently little talent get promoted to a point where their “real” job seems to be to screw things up for everyone beneath them on the organization chart?
In my years in sales and general management I’ve observed this phenomenon around the country many times, including right here in Orlando. [...]
Cut waiting time to a minimum.
Cut waiting time to a minimum. If wait you must, have wait-time work with you.
What is your wait time strategy? Many customers are worth waiting for. Start with the externals. What do they want you to see? Membership in trade associations hung on the walls, back issues of trade magazines they read, company [...]
The Greatest Motivation Technique In The World
What Motivates People?
All animal life (including human life) revolves around two powerful motivators:
Pain
Pleasure
Every minute of every day, you and I are either trying to avoid pain (problems, frustrations and dissatisfactions) and/or seek pleasure (dreams, desires, goals and aspirations).
Of the two motivators, pain is by far the greater. People will do almost anything to get out [...]
Bridge the Visual Gap with Sensory Descriptions
To paraphrase Earl Nightengale, “Whatever the mind of man can conceive and believe, it can achieve.”
Powerful words, to be sure, as they relate to success and setting and reaching goals. If you can visualize already having attained your goal, you’ll be able to reach it. If you say, “Sure, I’d like to have a Mercedes, [...]
Finding a Mentor is Easy, Isn’t It?
FINDING THE RIGHT MENTOR, IT’S EASY ISN’T IT?
Instant Mentor? Can someone buy experience in the form of a franchise and become an effective mentor, coach or consultant? I’m sorry to report that I come across this more and more every day. Not so surprising in this down economy with numerous layoffs, leaving many displaced people [...]
