24 Weeks

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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Everybody has a pet peeve and mine is punctuality for sales professionals.  I am always amazed to have a sales person show up late for an appointment with me.  Of all the things to get wrong…
First of all, if you are going to a first appointment don’t take any chances by getting there ‘on time.’  […]

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First of all,
Merry Christmas to all that find this post! 
Secondly, what to do until everyone has slept off the food they ate yesterday?  Often it seems that alot of our clients ‘pack it in’ between Christmas and New Years.  While this may be true in some cases, there are many things the sales professional can […]

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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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Many people get confused with all the information out there about sales training and coaching.  I think that the following shows why they must go together:
 Public Personnel Management, Winter 97, Vol.26 Issue 4, P 461 that compared training alone to coaching and training and found that training alone increased productivity by 22.4% and training plus […]

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Of course, we all ask for the business right?  After all, as salespeople (most of us are btw) we at least gotta ask right?
It might surprise you, but there is a large population of people out there selling (whether they admit they are selling or not is their issue, not mine) that want the customer […]

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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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In a successful BNI chapter, and any other professional networking group for that matter, everyone is a Visitor Host.  What is this man talking about!?!
Look, simply put, it is your job to make sure that not only do you meet every Visitor to shows up for your meeting, but that you also:

Thank them for coming! 
Get […]

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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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Sales is…just a noun.  It isn’t good or bad until you add a person to the mix with their own agenda.  Too often salespeople and buyers let their own emotional baggage and experiences negatively affect a simple process of helping customers find and aquire what they want.

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