24 Weeks

Hi there!
Last week I had (as one of my key mentor’s Art Radtke always put it) a BFO:  Blinding Flash of the Obvious.
My BFO was this:  Most sales people think they are asking questions when they are actually making statements.
How is that Mike, you say?
Example 1:  You want the client to agree to a meeting […]

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I want to spotlight one of my favorite sales blogs today for my readers:  Dave Stein Sales Blog.  Whatever you do, make sure you read his entry today (http://davesteinsblog.wordpress.com/2008/05/21/sales-training-box/).  This entry clearly illustrates the problems with creating performance in sales organizations in today’s corporate culture.
What is especially relevant for those of us that work on […]

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Just a quick one…
Make your calls!  I was listening to a Rick Ruby cd from his Core program and I have to tell you it is the best cd I have ever listened to.
To make it short:  Rick is running a million dollar business and is still making sales calls every day!
So, the lesson is […]

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How do you buy?
Interesting question for a sales person or manager, eh?  Let me ask you the question another way:  Do you ever whine when your customer’s ask you for a better price, or, for you to defend why you are charging the price you quoted them?!?
I bet most of you do…
Well, if you complain about […]

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I highly recommend Dave Stein’s sales blog http://davesteinsblog.wordpress.com/.  He is a high level sales coach and trainer that has some very useful information for anyone that needs to increase and maintain sales.
On a different note, have you cared for another business person today?  I cannot stress enough how critical to your own performance caring for […]

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I got an email from Harley Davidson this morning and in it was an awesome rallying cry:
 Over the last 105 years in the saddle, we’ve seen conflicts, recession, resistance, and revolutions. But every time, this country has come out stronger than before. Because chrome and asphalt put distance between you and whatever the world can […]

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Carpe Diem - Seize the day!
Whether it be a few sales calls in between appointments, or, getting away to fish the morning hatch on a beautiful trout streat, seize the day.
Don’t let time slip through your fingers anymore as you do not know the number of your days.  If you are working, work passionately and […]

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Warning:  Rant incoming!
Why do we call it Sales and Marketing?  It boggles my mind!  Marketing is a COMPONENT of a good sales process.  Why do we offer degrees in a COMPONENT of the Sales process (marketing) and we don’t offer (show me one and I will rejoice!) degrees in the overall process?!?
I want to spell […]

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