Sales Training To Grow People. And Grow Businesses
From the category archives:
Not an especially sexy topic but one that every sales manager/ceo/leader should understand as we look to change results–and change behavior. (And for your extreme achievers, knowing how you learn might not be a bad idea).
In our sales training practice, we get asked in to companies to solve sales problems. That’s just what we do.
Every [...]
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[This is part two of a six part series on the questions you should be asking yourself--not customers--but yourself. The main article appeared in early August: The Questions You Should Be Asking Yourself.]
Have been thinking about the idea of “how do we better communicate our value?” lately. Was interviewed by David Frey’s group for a [...]
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They probably don’t. We’ve known for decades that “sales people lie.” I know you don’t (no one every admits to it), but prospects THINK you do. And of course, we know prospects lie.
Seth Godin’s blog this weekend about Vague Claims was about the realtor who advertises “Top 10 Realtors In Nation.” He maintains, if you [...]
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How many times have you become aware of a tool that you didn’t know existed–and as soon as you saw it, just had to have it?
There are tons of examples, computers, email, the lightbulb, The Clapper (OK, so maybe you didn’t “have to have” that). But imagine yourself doing without the first three.
The issue is [...]
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A friend of mine is considering getting out of the real estate sales market. He’s tired of the ups/downs. Don’t blame him.
So he’s been looking at other sales opportunities. One came a long–a large company that does high-end Handyman work. They needed a sales person so he sent his resume. He thought he’d be good [...]
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Are you, by nature, a curious person?
Having worked with thousands of sales people–and hundreds of managers–I honestly believe it is a pre-requisite to income success to be curious.
Curiosity is the very basis of education and if you tell me that curiosity killed the cat, I say only the cat died nobly.”
When someone says to [...]
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Have you seen the new GM ads that tell you about a new car company? We’ve seen them, and they are actually quite nice—soothing and relaxing. But have you seen the local dealer ads about wanting to sell you a new car? They haven’t changed much, have they?
Wouldn’t you think that if GM really wanted [...]
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ANSWER: When he leaves home in the morning.
Why? You ask.
Simple. In today’s confusing, overwhelming economy, you might be the only one that comes along today to teach your prospect something. And learning is power.
What exactly, can you teach them?
How to use your product/service better (how to make more money, save more time, conserve more energy). [...]
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Bravo to Tom Watson for yesterday’s ‘almost win of the century’ in the British Open. If you were glued to your TV as I was, you might have been emotional. Not at Watson’s loss–but emotion at the guy coming from nowhere a week ago and putting on a performance of a lifetime–at a time in [...]
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Are you growing weary, or should I say wary, of GM’s commercial about how they are reinventing the car business? If you are, it’s justified. Just walk into a GM dealership and tell me how much things have changed in the past 30 years.
They still expect you to have the desire for the car that’s [...]
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