Throw it back to the days when Blockbuster video stores stood apart from all others because they greeted every single person that entered their stores, every single time? How about Domino’s Pizza? They started the “You’ll have it in 30 minutes or less or it’s free policy”. Who can forget FedEx’s “When it absolutely has …
There are not many things out there that apply 100% to every person you know. Here’s one: Nobody likes to be lied to. Period. Not one single person. It is a disgusting feeling. Do you know anyone that likes to be lied to? Didn’t think so. We (as people & as salespeople) want to be …
If you have ever been a part of a Role-Playing session with a sales organization, you’d agree that it’s no place for a nervous person. Are the participants excited to do it? Nope. Is it awkward at times? Yep. Are most people dying to get it over with? Oh, hell yes! Does it help them? …
Participate in Sales Role Plays? I’d Rather Poke My Own Eyes Out! Read More »
Said it. Got that out of the way. Want to read it again? You do not need the lowest price to make sales! The best part about this claim? Most all of you know it’s true. Most all of you have made sales within the last 18 to 24 months where you know for sure …
Salespeople, You Do Not Need the Lowest Price to Make Sales! Read More »
Please understand that the author completely understands the problems that 2020 brought some of us. The COVID-19 pandemic created & continues to create challenges for some companies that trickle right down to their sales teams. This is not lost on the author. Sales. How can you not love sales? One of very few professions where …
How was 2020? You Only Have Yourself to Thank . . . or Blame Read More »
A great question to ask yourself: If I am not the best thing my prospects & customers have ever seen then why do they need me? Fact is, they don’t. In January of 2021 (right now) your products & services are better than ever. Technology is faster than ever. Quality is top-notch. Engineers are smarter …
OK, we’re 5 days into 2021. You’ll settle in within the week. You’ll start grinding. In a few days it’ll be “business as usual”. Here are 3 questions for you: How “usual” will things be this year? Better yet, what’s going to be different this year – what will you change? More specifically: What will …
Props, again, to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not… it’s all on me. On the first day of Christmas, my sales coach said to me get to reality. On the second day of Christmas, my sales coach said to …
What would the holiday season be without the “It’s the Holidays blog…? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit to winding things down right about …
It’s the Holidays, I’m a Salesperson… Nobody Wants to Hear From Me. Read More »
How many times have you said to yourself, “I need more time”, “There’s just not enough time in the day”, “I don’t have time to hunt for new business”? How many times has your manager or director come down on you because you were late on delivering a project, report, or anything else she asked …
