As Gene Marks writes in a recent column, “There are things in life that just work as promised. Refrigerators. Clock radios. Flattery. Children’s Motrin. FEMA. Velcro. Blue jeans. Big Macs. Seinfeld. Jack Daniel’s.” He continues to report about the technology that consistently works and points out a few small business technologies (in no particular order) …
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Many people use the words “coach” and “mentor” synonymously. The fact is, there’s a clear distinction between them. In my book, Coaching Salespeople into Sales Champions, here’s how I differentiated between the two. The (Sales, Executive or Business) Coach, Including Manager as Coach An expert on people and personal development who’s primary objective is to …
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Objections are a part of selling. All salespeople come face to face with objections regularly throughout their careers, yet they define them in multiple of ways. In a seminar I delivered recently, I asked the audience what the word, ‘objection’ meant to them. Here’s what I heard in response: 1. It means “No.” 2. It’s …
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What are the top five things businesses and salespeople can do to attract more business and find more qualified prospects? It’s certainly something top of mind for every company. One of the first options is to outsource your lead generation or new business development efforts to an outbound marketing company. I have some clients who …
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If you ever wonder how much technology to integrate into your business that promises greater efficiency, more productivity or that you’ll make/save more money, Gene Marks, has succinctly pointed out some candid truths about what works and what doesn’t in his article that appeared in Business Week, “Tech ‘Solutions’ Your Small Biz Can’t Use.” Gene …
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Here’s a list of questions that will assist you in discovering the ideal career for you. Create it first, then attract it. Have fun with this! Don’t get hung up on what you think is feasible, available or possible. Just create what you want most. After reviewing my clients’ responses to these questions, it’s interesting …
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What is your most valuable proposition? Learn how to find what is unique about your company. Having great products, service, and prices is no longer enough in today’s competitive marketplace. Although important, this information often falls upon deaf ears, since most salespeople are saying the same thing. The trend of companies today is to become …
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Do you fail to get the prospect to reveal their budget up front? It’s time to stop beating around the bush and get the facts straight. How can the salesperson propose a solution without knowing what monetary resources the client has available? Knowing whether money has been allocated for a project can help distinguish someone …
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