Where Sales Teams Turn for Better Sales Tactics
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Seating Chart? Are you kidding me? I’m in sales!
If you think it does not matter where you sit on sales appointments, you are wrong. If you think your customer is always “in charge” and will tell you where to sit, you are also wrong. Where you sit matter and . . . you do have a say. Please note: This is written and […]
Equanimity? What is that?
It would be hard to think of a better day to discuss Equanimity than Cinco de Mayo! A big thank you goes out to Troy Frye for introducing me to this word – Equanimity. But how does it relate to Sales, let alone Cinco de Mayo? First off, Equanimity has nothing to do with Cinco […]
Motivation: Don’t Wait for your Boss to Do It
Could Zig Ziglar have said it any better? Not a chance. He nailed it with this one. Maybe he could have said “showering” instead of bathing (who takes baths anymore)? Still a great quote. Daily. Key word there. Motivation is a daily chore. Like house chores. Take a day off from motivation and your house […]
What’s Wrong With Being Too Nice in Sales? 5 Answers Coming at You
Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So, […]
Pay Time vs. No Pay Time
Salespeople have lots to do. Some of the things we do directly “pay us” while other things do not. Sales studs & studdettes have a tight grasp on the activities that they should spend time on during “Pay Time hours” & do those activities first. Since we don’t punch a clock in sales, the activities […]
Be Memorable!
Who? Amy asked. Who are you talking about? Paul replied, “You know, the salesperson for ABC Company”. What salesperson? Asked, Amy. I never met a salesperson from ABC Company . . . Have you ever been that salesperson? That salesperson that Amy and countless others cannot recall for the life of them. If you were, […]
Selling to DIVAS and Know-it-Alls
They’re out there. Everywhere you go you will run into someone who thinks they know more than you do on any number of subjects. That is our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Politics definitely fans the fire. Fact is, if you are a salesperson, […]
Selling and Chess: Same Game
It happened again! A client with an idea for a blog. Speaking with this client last week (a sales leader with a strong pedigree) – he made a pretty cool comparison – Chess and selling. His comment was, “I wish our Sales Team would look at a deal and think 2 or 3 or 4 moves ahead […]
Why Do They String Us Along?
You’d have to search pretty hard to find anyone that has seen the movie Caddyshack that didn’t love it. It’s great. Rodney Dangerfield, Chevy Chase, Ted Knight. Who can forget Judge Smails putting pressure on Danny to putt on the final hole? “Well, we’re waiting!” Pure Smails. This could hurt. Someone asked a while ago, […]
Stop Procrasticleaning! Time to FOCUS!
Some of the best ideas for blog topics come from clients. This one is right up there. Working with a client before the holidays. The topic was Time Management Skills. Not the sexiest topic on earth, but so important for many people. We were hovering over the occupational hazard of procrastination. A few minutes into […]