Sales Training To Grow People. And Grow Businesses
From the category archives:
How many times does this happen? You build the perfect DECK. (That’s slang for SLIDE DECK for some of you—LONG, BORING, MEANINGLESS POWERPOINT for the rest of you.) You rehearse it. You know it in and out. You anticipate OBJECTIONS and have an armory’s worth of ammunition to overcome them. You get to the meeting [...]
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What makes someone a great sales performer? Here are a few ideas:
THEY THINK BIG: High performers think beyond the transaction—they think long term, big picture and any other overused corporate jumbo you can think of. You get it.
THEY WORK: While I don’t believe effort = output, I do believe there is a positive correlation. The [...]
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This time of year brings smiles, joy, anticipation and temper tantrums…oh, the holidays! It also tends to bring reflection. As I sit here resisting the urge to ingest yet another useless, 550-calorie, oatmeal cookie, I thought I’d look back on the past year and share with you what I’ve learned about selling in 2008.
Persuasion is [...]
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If you’re looking for effective sales management training, keep reading. I considered charging $15,000 for this post, but decided to put it in the complimentary category. It’s my birthday, and I’m in a very giving mood.
Question 1: Can you name the best sales manager you’ve ever worked for? Likely you can name him/her without thinking. [...]
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In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find [...]
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I’m in a Starbucks right now. I don’t drink coffee, but the person I’m meeting does, so here we are. For breakfast I ordered Starbuck’s PERFECT oatmeal. I don’t know exactly how long they’ve had it on the menu; I think it was new in late summer. I’ve had it 8 or 10 times now. [...]
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This situation occurs in about 1 in 3 sales training sessions I conduct. It’s one of my favorite (not really) things to hear from salespeople:
I GOT THE VERBAL!
You got the verbal? You got nothing.
If you’re a professional salesperson, you probably already know this. If you’re new or struggling, here’s the tip:
IT’S NOTHING UNTIL IT’S SOMETHING.
Deals [...]
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I have four kids. Their ages are: 6, 4 ½, 3, and 1 ½. If you’re looking to relax in peace and quiet, stay outside of a 50-mile radius of my house. I love my kids dearly. One of the attributes I love most about these little munchkins is their pure, unadulterated, naked curiosity.
My [...]
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Typewriters.
Seen one lately? Used one in the last 11 years? The answer above is “probably not.” If you had polled an audience in the 1960’s and asked if they thought typewriters would someday be “extinct,” I’d suspect the vast majority would say, “NO WAY. How could we ever live without typewriters?” And here we sit [...]
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Unless you’ve been hiking in Manitoba Canada or trapped under something heavy, you likely heard that John McCain picked his vice presidential running mate—Sarah Palin, the 44-year-old governor of Alaska. Gov. Palin is a no-nonsense “normal” person. Not famous. Not wealthy. Not Harvard or Yale educated. She’s a self-described “hockey mom” who started her political [...]
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