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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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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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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Bob Flack, in my earlier post “Asking for the business (sale)” commented:
“This simple concept - to actually tell someone that you want their business - has changed how I approach a sale.
 
Since I’ve started asking, sales seem easier. Why is that? Maybe Mike can explain why. My experience is that asking makes the process […]

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When you break it all the way down…success in sales has a whole bunch to do with effective time managment.  Think about it: 

You have to schedule, travel to, conduct and travel back from appointments all the time.
When prospecting you need to measure the ROI (return on investment) from your time so you can isolate what forms […]

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I have a simple philosophy when my company is engaged to work with a corporation’s sales people/organization:  Focus on changing the bottom line first!
Too many times we trainers/coaches fall so in love with our own genius that we become covert agents in our clients organizations.  We are there to push our agenda, our philosophy and […]

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