Since you’re reading this article you no doubt are a very eager salesperson striving to gain knowledge that gives you the edge as a great sales professional. You’ve done diligent research on how to conduct effective cold calls, identify key decision makers, make great presentations, handle objections, develop super “C” level relationships, use all the [...]
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The Absolutely Essential Qualities of Leadership…
Yesterday, I outlined how leadership has changed, and I suggested that more than ever, leaders need to develop “soft-skills”. I also promised to share those skills that I believe are absolutely vital: This list is not by any means exhaustive, but it is an excellent start (If you missed yesterday’s post, do simply scroll down)
Integrity
This [...]
Because of Me
My wife and I are natives of Kansas. There is a debate across the nation on the merits of barbeque from Kansas City, through Memphis, to North Carolina and back to Texas. I personally like them all, but Kansas City style is my favorite. I grew up with it. When we [...]
The Four Step Process I Use When Probing For Pain
Sales people involved in prospecting already know the challenges of persuading a prospect to give them the business, but very few recognize that there is actually a four-step process involved in buying, that all of us follow;
Step One: We have to feel MOTIVATED to make a purchase, irrespective of its type or size.
Step Two: At [...]
Just Get Your Foot In the Door: Start Simple.
It seems like all our prospects are crazy-busy these days. They’re too busy to answer the phone, too busy to return your message, too busy to make a decision and too busy to even think.
My friend & colleague, Jill Konrath, just came out with a new book to address this key issue. It’s called: “SNAP [...]
What is Your Definition Of Successful Leadership?
Defining just what makes a leader effective, remains as difficult today as it ever was. But that does not prevent us from seeking to distil their secrets – quite the reverse.
Of course, there must be almost as many theories on leadership as there are leaders themselves and models for the best kind [...]
10 Ways to Burn Down Burnout
Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized!
1. Take a Vacation – Why do we always feel guilty about taking a vacation? Most of us have gone years without taking a full week of vacation. [...]
Yikes! So What? Who Cares? Give It Up! Get Back To Work!
If I read one more article, website comment, blog post or magazine cover offering to enlighten me on The Ten Best (fill in the blank) of 2010 or The Ten Worst (fill in the blank) of 201o or The Top Ten Reasons Why You Should Have (fill in the blank) in 2010, I’m going to [...]
Selling Like a Rookie
I believe the selling season lasts year round. Thousands of companies need help and will buy your products regardless of the time of year. That said, your industry most likely has an exceptionally busy month or quarter when many new clients buy your services. In effect, you are always working for three [...]
Get the Inside Scoop on Your Prospects
How can you quickly establishing a relationship with new prospects — especially when there's no time for chitchat these days?
Truthfully, it's tough. With so much business being conducted via phone & email today, you don't get a chance to visit their offices to see their photos, trophies or knickknacks.
Don't you wish you knew more? That's [...]
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