View Post

10 Great Open Ended Questions

Whether you’re new to sales or have been in the business for years, continuing to learn the art of asking open-ended questions will go a long way in improving your sales skills and results. Before we dive in to some examples, first let me give my definition of an open-ended question: “Any question which requires your prospect or customer to …

Sales Managers: Is It Time For The Three C’s
?

Sales Managers: Is It Time For The Three C’s? I was at a MasterMind conference at a ranch in Texas last month with some brilliant businessmen. It was an opportunity to see and hear from a lot of people who are doing business  and life correctly. Even though we each have a lot to learn, it was an environment fostering …

If You’re As Good As You’re Going To Be, Life Is As Good As It’s Going To Get!

“Excellent firms don’t believe in excellence – only in constant improvement and constant change.” ~Tom Peters When I speak to groups I’ll often I use the line, “If you’re as good as you’re going to be, life is as good as it’s going to get.” Many times I make them repeat it and really let it sink in. Take some …

Sales Mistakes Know No Borders

I recently returned from a relaxing, refreshing 7-day cruise through the Caribbean with my wife. We’ve been on several cruises, but the last was a little over seven years ago so we were more than ready. With ports-of-call in Cozumel, Mexico, Roatan, Honduras and Belize City, Belize we got to see some Mayan ruins, do some snorkeling and had a …

Spring Cleaning Your Sales Presentation

Once spring has sprung, people everywhere start their annual “cleaning”. Unfortunately for some it’s the only time they do clean—but that’s another topic entirely. Today I want to talk about Spring Cleaning your sales presentation. When’s the last time you gave it a “tune up”? Well, there’s no better time than the present! Let’s start with your verbal presentation. Have …

Sales Management: How To Avoid Burnout

Sales Management: How To Avoid Burnout Burnout occurs when someone works themselves beyond a healthy state. Physically, mentally, emotionally—they are just out of gas. They’ve used up all their reserves and the tanks are empty and the batteries are dead. It’s actually rather common in certain industries, but it can and does take a heavy toll on the employee and …

Meeting With A Prospect? Take Notes

Recently while working with a client, I was asked my opinion on a salesperson taking notes while meeting with a client. The question was, did I think it made them look as if they weren’t paying complete attention? Absolutely not! I always take notes. For one thing, there’s no way I can depend on my memory for everything the prospect says …

Sales Tip To Help Prospects Remember You

One of the things we all want to be to our prospects and customers is memorable. In the cluttered world we live, we constantly seek ways to differentiate ourselves from our competitors and stick out in the mind of those we want to sell to. While it is a well-worn axiom, every buyer or potential buyer’s favorite word is their …

Video Blog: Friday Sales Tips

Coming off of the winter holiday season can be rough. It’s really hard to keep business moving when so many people have been out of the office. Add to that a tendency to dread Mondays and cut out early on Fridays, and it can be a wonder if you and your team get any Friday sales at all! The difference …

Question Everything

by Butch Bellah We’re a couple of weeks into the new year and hopefully you’re still sticking with your resolutions. One thing I want to bring to your attention is the need to take this time to reassess your entire sales process. Yes, from start to finish—are you doing what needs to be done, when it needs to be done? …