sales training
You know the old saying “if you have nothing nice to say about somebody then say nothing at all”! Well, here’s a new saying: “If you don’t have your facts in order, don’t bother marketing to your audience”! Just like saying something bad can turn people off, so can saying something stupid and untrue in…
Instead of concentrating on being more successful, work on increasing the velocity in your efforts on a daily basis. What is velocity? It is the ability to get more done in less time. It is about gaining speed, power and momentum in your actions to achieve your goals in less time than originally anticipated. Granted…
Why did Steve Teel of Teel’s Baseball (academy softball and baseball) bring me in to speak with their coaches on sales skills? The answer is simple. Coaches need to know how to communicate to all of the buying influences if they are going to grow their business. Steve Teel is a smart business owner. He…
Did you ever call someone with today’s technology and simply hang up if they did not answer? If so, consider whether or not it is a wise move on your part – especially in a business setting. Here’s why! Regardless if you left a message or not, with Caller ID, they know you’ve called! If…
What would you do with a client, even if he is retired, who claims you added millions of dollars to his bottom line, not top line? You stay in touch in with the guy. On Tuesday, I called John Treace, retired EVP of Sales for Xomed Surgical and Wright Medical and ask about his thoughts…
A new show, Undercover Boss, premieres tonight on CBS right after the Super Bowl. Larry O’Donnell, President and Chief Operating Officer of Waste Management Corp, goes undercover as a regular worker to better understand what his employees go through. From this experience, Larry has developed a better appreciation for all that his employees do. He…
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The thing that prevents us from achieving all of our goals is that we often focus on the wrong things. For example, take the following quote when it comes to relationships. “Immature people always want to win an argument, even at the cost of a relationship. Mature people understand that it’s always better to lose an argument…
Read MoreEvery successful leader and sales executive knows that exponential success comes from creating one’s own destiny versus being at the mercy of other people and/or events. To create your own destiny, it all starts with your vision of what you want to accomplish or who you want to be. People with the right vision ensure…
Read MoreTo provide you with most useful sales information possible, each week we will feature the top sales articles from the previous week. ARTICLE #1: Do you realize that one of the best ways to sell me is to not sell? People do not want to be sold! When we say people hate to be sold,…
Read MoreWhat’s the best way to use LinkedIn to drive sales? How are other sellers using it? If you’d like to find out the answers, take this Sale & LinkedIn survey being sponsored by Jill Konrath, a highly respected colleague of mine. It’ll only take 2 minutes of your time. Take the survey –> https://bit.ly/Sales-LI-Survey-cm What…
Read MoreOne of the biggest excuses I hear from colleagues when it comes to writing a book is that they are not ready because they haven’t fleshed their ideas out perfectly. In 80% of these cases, they are never ready and their books never get published. The same thought process affects us all when it comes…
Read MoreInstead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Read MoreThere is a psychological process on how to sell. If you use it properly, your sales will skyrocket. If not, it will take you longer to close the deal. That’s if you even close the deal to begin with. Want to know the secret? Here it goes! Every sale, whether it is selling an idea,…
Read MoreYesterday I shared with you a golden nugget from my daughter Amanda on how to successfully communicate with an audience. Now I want to share another “Amanda” nugget on how to successfully sell. I asked Amanda, when you have succeeded in getting your requests acted upon, what strategies and tactics did you use? Her response…
Read MoreMy daughter Amanda is graduating high school this year and will be going to college next fall to study communications for a career in PR. I asked her this morning what is the most critical thing one needs to do in order to successfully influence others. She responded “being able to relate to others”. I…
Read MoreWouldn’t it be nice if your customers paid you to make a sales call? Just think, every time you made a call, you would know that a check would be in the mail. The funny thing is if your customers are going to buy off on your value, they have to feel at the end…
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