In our sales world, our time is usually own….so it’s critical to make the most of every hour or every day. You dictate your own fate simply by dictating you spend your time. Be aware of all the things that happen during the day to disrupt your flow. Did you set time aside for... »
It’s a Tuesday morning and I log in to email and there’s a note from one of the best Sales Managers I’ve ever known. So of course I open it immediately and not two minutes later I’m acting on his request to call him. Within a minute of the first hello... »
Before you can even face your sales world, you need to understand your message and sincerely believe in it. If you try to deliver a presentation that your marketing department created for you in “marketing speak” you’ll surely wind up in a place you don’t want to be. Be clear about your message, in... »
It’s important to understand who you want your Customer to be. To truly understand who your customer should be, you’ll need to start with a profile of the Perfect Customer. Is it a one time sale you’re looking for, or someone with whom you can build a long time relationship? Is it a large... »
Losing a job involuntarily at any time isn’t fun. Been there, done that, have the emotional scars to prove it. Losing a job due to company cut backs during a tough economy is even worse but if you’re a sales person there might not be a silver lining but there is good reason... »
A list of the reasons people say no and ways people say no and some ideas to keep things moving forward. Notice I didn’t say make them say yes, the days or trickery and manipulative sales are and should be long gone. Think about it for your self to you like to... »
So imagine you’re a newer guy at a company, fresh into management, and you get tapped by the company president to be the presenter at an industry event. It’s your first real chance to step out of the average Joe rank and file sales role and be seen as a leader, an... »
