Sales Training To Grow People. And Grow Businesses
From the category archives:
[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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Last week I was with one of my clients who was thumbing through some resumes when he came across a marketing person’s application.
On the resume in the summary it said, “I think differently than most people, and I can bring new ideas—out of the box thinking—to your business.” As I reached over and grabbed it [...]
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As sales trainers, we get invited in to companies to help them solve some pretty complex issues. Yet, often, the answer to their sales frustration is quite simple.
I was watching the Michigan State ‘upset’ of Louisville last weekend. The camera / mic caught a frustrated Rick Pitino (Louisville head coach) as he was watching his [...]
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This Christmas for each of our employees, I donated money to five different charities. We did this rather than giving Christmas gifts to each other.
Granted, the gifts were not big at all. But one thing I noticed was interesting. Four of the five charities didn’t even acknowledge the gift, other than a receipt of credit [...]
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A few days ago, Bryan Neale wrote a great sales training post, even though he didn’t call it that. He talked about his lessons from 2008. I say it’s a sales training post because every sales manager (and you aspiring sales managers) should use this as the first sales meeting topic of the year.
In that [...]
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A friend of mine is a scout for Division I basketball. He told me a story that should draw the attention of everyone reading this blog.
It has to do with text messaging—and the promise of your brand.
It used to be that when a coach came to recruit a kid from high school, one of the [...]
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We get this question a lot in our training. “I’ve got this prospect who keeps saying he’s ‘in’ but he then avoids me when I try to close!”No sweat. Let me dial it down with you.
You may have a suspect masquerading like a prospect. You see, people can come into and out of your prospect [...]
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If someone followed you around, unbeknownst to you, for a week, what would they see? What would they observe? What impression would your methods leave them with?
Kind of a scary thought, isn’t it? The actual “following you around” might cause you to behave differently, so it’s probably not an option to engage someone to do [...]
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Okay, full disclosure. I’m not a detail person. In fact, on any personality chart, my “attention to detail” quotient is off the chart - on the low end.
But there are times that every sales professional needs to be a “detail person” in how they approach the prospect and the message.
I recently assigned one of my clients [...]
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I recently interviewed Dan Heath, Made To Stick, Why Some Ideas Survive and Others Die. It was on our Advanced Selling Podcast. I thought Dan had some salient points. He talked mainly about how to communicate with people–so that they actually hear you! Novel idea, huh?
Hope you enjoy the podcast. We’re going to use this [...]
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