Sales Training To Grow People. And Grow Businesses
From the category archives:
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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My Dad recently had emergency surgery to remove his gall bladder. Now, I realize that the gall bladder is a part often removed. BUT, not from MY Dad who is 72, had 2 heart attacks and quintuple coronary artery bypass surgery!
I rushed home—a 5 hour drive—very emotional. I got to the hospital just in time [...]
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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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I have some extraordinary clients. I would like to think that I do a good job of expressing my gratitude to them—not only in words, but in how I work with them. My Mom used to always say to me, “Actions speak louder than words,” “Walk the walk, don’t just talk the talk.” I assume [...]
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I imagine most people are freaking out about the start of 2009. If you’re not, your mind will start to play tricks on you as people ask: “How does this economy affect your business?”
This is not the time to panic. In fact, it’s a great time to gain clarity and work smart.
When is the last [...]
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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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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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My client, Jeff Jones, told me in a meeting this week that this is his motto: You tell them nothing until they tell you everything. I love the sound of it.
The idea here is that you, as a sales professional, should never lead with a brochure. In fact, you should never lead with “all of [...]
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If I Had a Million Dollars–this is not only a great song by Barenaked Ladies, but also a predominant thought of many highly commissioned salespeople.
In the “money” portion of our sales training programs, we often ask the question: “who wants to double their income?” or “who wants to make a million dollars this year?” It’s [...]
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I can’t stand when people don’t take accountability for their outcomes. Sales managers, I don’t know how some of you do it – listening to excuse after excuse after excuse after excuse…you get the picture. I know many CEOs want nothing more than to create a more ACCOUNTABLE work team. But no one has seemed [...]
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