Trust: The ultimate sales relationship tool A lifetime to build but can be lost in a second “How much money do you earn a year?” “When are you planning to retire?” “When are you going to propose to her?” Could you even imagine asking these questions at a social gathering, the first time you met […]
Which do you need help with? Eventually, the answer is “Yes” to both. However, you need to know which area of your selling process you should work on first. Selling better is a matter of your selling skills Selling more is a matter of getting in front of more prospects or customers. Both are important, […]
Sales Lessons from Salmon Fishing in Alaska When Thom Winninger said “leaders don’t compete”, I thought quite possibly he had been out in the sun too long. Because everyone knows that leaders are highly competitive. They set out on their epic journey and slay the competition along the way to arrive at the top of […]
Take your “Starter Territory” to the top of your company’s charts! Everyone has a first day on the job. And every salesperson has a first territory. All is fine on day one as you settle into your new job, but soon after, you begin to get an uneasy feeling about your territory. Your customer list […]
You learn a lot more in the tough times than the good! Ever talk with a relative that survived the Great Depression? Like no other experience in their lives, these years of despair changed their lives and shaped who they are. Both my parents grew up in that timeframe and often tell stories of how […]
And everybody is on commission A short week calls for a short article. This one is easy to explain and easy to understand. Simply put, “Everyone is Selling Something!” You might not have the designated title as a salesperson or you might not interface with the external customer, but trust me, you are selling someone […]
What to do when “The customer is always right”, even when they are dead wrong We all know the two golden rules of customer service – #1. “The customer is always right.” And #2. “When you think the customer is wrong, refer to rule #1.” The reason these rules are valid is that the […]
Change management for the sales professional “Challenging the Norms” was actually an evaluation requirement at one point in my career. It was a formal requirement that we were supposed to frequently challenge the status quo. I really enjoyed this requirement as it had the tendency to shake things up and get teams out of […]
Celebrate Customer Service Week Oct 2-6 The classic 1999 movie Office Space was playing recently and I couldn’t help but laugh as I watched the interview scenes from the Bob’s. They were two consultants, both named Bob, brought in to conduct employee interviews and make recommendations on who to downsize. In one of the interviews, […]
Top lessons for every Ag Sales Professional from McDonald’s A few years ago, the movie “The Founder” came and went quickly through theatres. So fast, most of us never had a chance to see it. Flipping through Netflix recently, I had a chance to watch it and was amazed by the great sales lessons you […]
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