https://vimeo.com/manage/videos/561058874 I found this clip absolutely hysterical! It is a true exaggeration of how salespeople can manipulate a situation! Consultative selling is truly what should be done today when in a sales situation. Obviously, this is for fun, but, the reason it was made I’m sure, is because ‘slick’ salespeople can often change the mind
https://vimeo.com/manage/videos/561417318%20 Our Rose Colored Glasses There is a glass sitting on a table with water-filled halfway up the glass. Some see the glass half full, some half empty. Which is correct? Neither. Both. This old saying is a terrific illustration of seeing things through your own filter. Most things in life are subjective, merely subjective,
Business Networking is a highly misunderstood activity. Business people feel it is for prospecting new clients. ITS NOT! It is for meeting people to find a few strategic alliances. A power networker is someone that may speak to a potential client of yours and refer you to them and vice versa. Here are
https://vimeo.com/manage/videos/557709723 I hear a lot of people talk about how important relationships are in sales well, of course, relationships are extremely important but often mistaken for friendship and not relationships. Sales relationships are different than other types of relationships not just friendships. I hear a lot of people say that you know I try very
Ashley, a sales representative for a regional software company, makes several calls a week to new potential prospects to request a meeting to demonstrate her product. She gets lots of voice mails, speaks to lots of gatekeepers, and sends a lot of emails with no response. Every once in a while – statically five
https://vimeo.com/manage/videos/557705274 To Sell Is Not To Sell “I have to tell you, I hate dealing with salespeople,” said the prospect we called on. “Wow, someone must have really gotten you upset for you to say that! What in the world happened?” was my response. “Oh, you know…the usual: coming into my office and telling me
What have you done for me lately? https://vimeo.com/557716400 https://www.schulzbusiness.com Are you bringing value or a professional visitor? Are your clients asking, What have you done for me lately? Last week, I sat down with Jacob, a friend who is a sales rep at an ink and toner supply store. We were exchanging the usual “So,
Don’ take shortcuts! The old adage of, “listen for a buying sign, then try to close is VERY old school! Don’t take shortcuts in sales. The idea today is to truly listen to the prospect but really listen in between the lines! What does that mean? Find the WHY’s. What are the reasons for their
“When I am cold calling, what should I leave on a voice mail message to get a call back”? I get this question about once a week and yes, it’s the $100,000 question. First of all, there is no miracle answer to this question, even in the best sales training process. If there were, and
Unfortunately, too many businesses are currently caught up in the trap of being too focused on short-term cost-saving measures, rather than looking at the big picture and investing in their business. So, most organzationsare not putting their sales staff through a disciplined and strategically focused training program. Today, they have to know exactly what
