My friend Andrea Waltz has a great program entitled “Go For NO” that suggests just that…you should Go For NO! Don’t let the word scare you or intimidate you. As Andrea says, it’s the only way you can get to a YES! I love that attitude. Today I want to talk about accepting “No”. And
We’ve all heard the sayings, “knowledge is power” and “the one with the most data wins”. Well, not only is that true, but in today’s world it’s critical to your success. In order to achieve that ultra level of success and truly be a Difference Maker, one must know their customer better than anyone—and in
Too many times I see organizations failing to create their leaders of tomorrow. What’s your plan for the future? Who is going to take your place one of these days? The sad part is that “one of these days” will be here sooner than we all expect—and we must have people groomed to continue to
Butch, I have an interview next week for a sales position. You have any pointers? I thought being a sales guru you might have some interview tips. Thanks, Joe V Well, Joe…I don’t know about sales “guru”, but I will give you a few things I think will certainly help in the interview. First, there
Too many times as salespeople we can get into a rut or habit of just throwing our presentation out there. Especially if you call on a lot of prospects in a short period of time, it is hard to keep it fresh and sounding natural when you’ve delivered virtually the same presentation 100 times before.
Today’s post is a guest post from fellow Sales Coach, Jim Hamlin: Persistence pays off. When you are on a sales call and you have done everything properly and the customer still says “your price is to high” or “I can’t afford it”. What do you do. You pack up and leave right?NO!!! You hang
I had a conversation recently with a friend who is a Sales Coach and trainer in the automotive business and he was relating how many new salespeople in that field are too quick to drop the price at the first sign of resistance. It made me think that it’s probably not exclusive to that industry.
Welcome to Monday morning! Let’s start this week out by looking for places to find new customers—perhaps some untapped markets or underserved markets. If everyone is fishing in the same pond, it’s going to get awfully crowded. Where can you look? I know the first thing people think about now is social media, but even
Today’s post is a guest post from my friend and fellow Sales Coach, Hugh Liddle: It’s always good to be reminded of that awesome radio station – WII FM. The call letters stand for What’s In It For ME? That’s the question that every one of our prospects and clients are asking themselves when we
Oh, it’s hot outside. Heat indices where I live are projected to hit 110+ this week. Now, that’s HOT! Add the humidity and even I can have a bad hair day! In addition to being dangerous (make sure you stay hydrated if you work out in this weather), the heat of summer can tend to
