Slowdown to make more sales Slowdown to make more sales seems counter intuitive. Sales is about working hard and fast. One sale and then onto the next. Well, yes and no. The difficulty is we are always feeling pressure to make the sale and move to the next. I get it. I’ve heard it! Sales
Sales training is a very interesting subject. Most organizations think of “sales training” as often training on the ‘features and benefits’ of the product or service. That is only a part of it and actually can hurt the sales process. Sales training is learning HOW to sell not What to sell. This is a distinct
What Makes a Sales Superstar? So are you hiring sales superstars or aren’t you? If there were one thing I could emphasize to C-level executives is that starting with the right people, the best people is the key to everything. Yes, there are lots of other important factors, if there weren’t, I wouldn’t
Selling Naked Selling Naked? What does that mean? It means going into a sales opportunity to truly listen and not Show up and throw up! You know who they are; you can see them a mile away. They walk into your office with a big smile and an even bigger briefcase, overflowing with brochures, color
Top 5 Presentation Fails! 5. Giving your proposal BEFORE you present. One of the issues is giving the actual proposal to the client ahead of time or even to “follow along”. WRONG! For you to have control of the sales process, you need to follow the correct order of your process. Once you hand that
Top 5 Lunch Meeting Mistakes Talking too soon about business. Listen, you’re there for a meeting. You’re at this restaurant to talk shop but you also need to show basic social graces. If you jump right in with the business talk the person you’re meeting with isn’t going to be
Are You Ready Now? Change is difficult for most. It has proven so uncomfortable for people that staying where they are and doing what they are doing is more difficult than the change itself, even if it is for the better. Salespeople do the difficult. That’s what
If you are anything like me, I am obsessed with Ted Talks! Ok Not all of them but a lot. This Ted Talk with Matt Cutts on the 30 day challenge is so spot on! Sign up for Ted Talks wherever you get podcast or go right to YouTube. TED Sign up link Try something
Top 5 Business Card Mistakes! SERIOUSLY STOP DOING THIS!!! Read WSJ Article
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