Yogi Berra is known for whacky sayings & quotes that make you say, huh? He had a lot of them. His best? Hands down it has to be, Baseball is 90% mental, & the other half is physical. What’s so great about that quote? It applies to EVERYTHING! It applies to every sport from baseball …
Does your business lend itself to customers consistently placing “orders”? Are you lucky enough to enjoy easy & automatic renewal of business? If so, stop reading. Most salespeople have to endure a daunting balancing act – a balance between two activities: 1, the management of current accounts (farming) & 2, going out & finding new …
A Sales Organization’s Struggle: Hunting vs Farming Read More »
The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or …
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 is going to hurt. Someone asked a …
Referral. The very word gives people an upset stomach. The thought of putting myself out there & the chance that something could go wrong… “Nope… I can’t think of anyone.” You’ve all been there. On both sides: As the consumer: A salesperson asks you for a referral, “Do you know anyone that I should talk …
3 Ideas to Help you Stop Asking for Referrals & Start Asking for Introductions Read More »
If you have been in sales for longer than a week you have been told, ”You have to uncover their budget.” Your director or manager has asked, “How much money are they willing to spend?” “What’s the budget?” “What’s their target price?” “How much money do they have?” Been there? Of course you have. Question …
The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting. In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio …
Most people are just naturally poor listeners. They are distracted, worried about what they are going to say or flat out bored. Others (a select few), have perfected the knack of being attentive & actively participate in listening. You know who they are – they’re the ones you go to when you need to get …
Salespeople (the remarkably successful ones) build mental toughness (mental muscles) the same way they build physical muscles – exercise. Good habits (like cardio & lifting weights) will help you grow stronger. But, giving up the bad habits (eating too much, sitting on the couch, etc.) is key if you really want to make progress. It only …
It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON! …
Price Increases. Time to Increase my Customer’s Price, Again! Read More »