Author Archive
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 [...]
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 [...]
