Author Archive
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 [...]
Successful Sales People Are Obsessed
You must like what you are doing for a living, selling, enough to become obsessed with it. Not fifteen-hours-a-day obsessed; rather, I have-absolutely got to do this right today in and day out obsessed.
For my money, the most crucial word in sales today is obsession. Close behind it are two supporting ideas, utilization and implementation. [...]
Is it time to hire a sales manager?
A great sales manager can light new fires under the worst procrastinator and turn almost anyone into a top producer.
ABC Co. was a growing company. The regional distributorship had seven sales reps, each with his own duties, responsibilities and direction. Management realized it needed to control the sales function to grow responsibly. Sales management [...]
It’s all in HOW you “say it”
“Very.”
That one word resulted in the release by China of the 24 U.S. spy plane crew members. “Regret” wasn’t good enough. “Sorry” wouldn’t do. But adding “very” to “sorry” did the trick.
Perhaps a word or two of yours might not save 24 lives, but words certainly can make your job easier and more profitable, or [...]
There’s a lot of business out there . . .
“If only salespeople would go out and get it.” I’ve been hearing that from Howard Goldman, CEO of Humboldt United Van Lines agency in Milton, MA for most of the ten years I’ve been working with him, and his firm. And he’s right! There is an incredible amount of business waiting to be written, if [...]
Why Most Sales Training Doesn’t Work for Professional Firms!
Last summer, we met with a senior partner of a large regional firm in the South. When asked why he wanted to talk with us, his answer was surprising. “You know,” he said, “I’m 41 years old and I’m beginning to plan for my retirement. Frankly, I’m worried. None of my younger partners, and actually [...]
Dumb Things Salespeople Do
Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let’s examine what I call the “20 Dumbest Things Salespeople Can Do To Derail Their Careers.”
But before we do that, it might be worth asking [...]
Save An Hour Each Day… Get Organized!!!
What does your desk look like?
A toxic waste dump?
A bomb exploded?
Burglars have ransacked your office?
In corporate America, most business people associate a messy, dis-organized desk/office with being productive, effective and efficient.
Are you a member of this club?
Did you know that most people are “wasting” an hour each day looking for “STUFF” that’s lost on their [...]
Five Sales Mind-Sets to Avoid!
Most salespeople concentrate on learning how to make new sales. But they also need to know some important common ways to avoid killing sales.
Here are some mind-sets (paradigms) that can keep you from developing the long-term, profitable relationships you desire.
1. “I know more than my customers.” Because you are an expert on what [...]
No One Likes Making Cold-Calls
“I’ve only met two types of people who really like making cold calls…. Liars and people who have never really made one!” If this quote sounds familiar, it’s because it’s fundamentally true. Most successful sales people simply hate to make “cold” calls. Intellectually they admit that it could be an effective way to speak to [...]
