24 Weeks

Do you have your goals done for 2009?!?
Do you have your plan written that proves to you that you will hit those goals?!?
Do you expect your business to grow the same way it did before the economic meltdown?!?
Do you expect your current and future customers to buy and be sold the same way you used […]

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What a good summer it has been for me.  Thanks to my friend Justin, we are back at the attack. 
I wanted to talk briefly about the value of having a sales system, no matter how simple, for the sales professional that wishes to earn up to their potential.  Here is the inescapable fact:  When you […]

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Today we start a series on developing business (and personal) relationships that produce results!
In my coaching and training business we use the following acronym to help our clients visualize the relationship devleopment process:  CPR
C=Cultivate, P=Plant and R=Reap
Today we are going to focus on Cultivating Relationships.  First, let’s understand why we cultivate before we plant. 
We cultivate […]

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Howdy all!
I am more convinced all the time that one of the key areas that ALL salespeople need to work on is their value statements.  You know, you regular readers out there, that all professional salespeople have to have at least two value statements that address the following two questions:
1.  Why should I meet with […]

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Don’t try to specialize in everything.  I will always try to find other salespeople that serve the same target market I am working and see if we can bundle services, team market, give each other business, and share information.
Don’t be afraid to give up small sales to make big sales.  If you have a nice, […]

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Having witnessed (suffered through) many different sales seminars in my career I find myself compelled to speak to the issue of incorporating roleplaying into sales training.
When I first started in sales at a copier company in No. VA I remember with horror the roleplaying sessions we would have in our demo room.  One, poor unfortunate […]

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Resilience:
re·sil·ience      /rɪˈzɪlyəns, -ˈzɪliəns/ Pronunciation Key - Show Spelled Pronunciation[ri-zil-yuhns, -zil-ee-uhns] Pronunciation Key - Show IPA Pronunciation
–noun

1.
the power or ability to return to the original form, position, etc., after being bent, compressed, or stretched; elasticity.

2.
ability to recover readily from illness, depression, adversity, or the like; buoyancy.

Also, re·sil·ien·cy.

[Origin: 1620–30; < L resili(éns), prp. of […]

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Dear Reader,
 Preparation is always good, as long as you eventually act.  Too often, I find salespeople spending too much time preparing and not enough time doing.
Fact:  You are not paid to research.  You, as a sales person, are paid to do research that results in your creating sales.  Consequently, there is a fine line between […]

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Simply put, if you are in any way charged with selling in your job/vocation…why not be excellent?
 To often, we look at sales as a necessary evil and not as the wonderful service to others that it IS when done well.  Everyone wants to get what they need and want and love it when someone else […]

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So its the last day of 2007 and tomorrow we start 2008!  I can’t wait for this new year as I have lots of things I want to get accomplished.  How about all you out there?
 Do you have a process by which you ‘get ‘er done’?  My simple process, which all my clients use, is […]

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