Selling was relatively easier when there was no internet or smartphones. Today, every claim that a salesman makes can be instantly verified by the buyer. At the outset, this seems great because no one can trick the buyer into making a purchase any more. However, this also poses a challenge. As any SDR will tell […]
Sales Activities
High Performers Spend Their Time Differently
Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. They are led by a great […]
You’re Not Ready for That Call!
Somehow, it seems that a post on preparing for sales calls/meetings would be totally unnecessary. One would hope all sales professionals would have a plan for every call, if only to manage their own time very well. When I talk to sales people about the importance of sales call/meeting planning, the responses tend to fall […]
5 Quick Sales Tips
Here are 5 totally random sales tips that I found helpful in my business last week. 5 Random Sales Tips When you use these sales tips on a regular basis it will keep your business rolling along. Keep it simple! When you keep it simple it is easier for your customers to buy from you. […]
Great Selling is Like Great Music
Over the weekend, my wife and I had the opportunity to go to a couple of concerts. One was with a great symphony orchestra, the other was with a college freshman orchestra. Both were playing classics, but the difference in the experience was profound. (By the way, both were far more capable than I, I […]
Faster Responses and a Personal Touch Mean More Sales
When people are ready to buy, they want to talk. Customers do most of their research on purchases before they ever talk to you. Once your customer has the information they need, that’s when they reach out to you: to buy. You need to be ready to take that call. You need an inbound communications […]
When “A Players” Fail
I’ve been participating in a great discussion on the importance of talent. It’s an area that doesn’t get the attention needed and is critical to organizational performance. Too few managers pay the right attention to talent, both recruiting, onboarding, developing, and retaining the right people. As a result, the costs of this inattention to talent […]
Theme Parties Increase Sales and Bookings
During several of the Summer Sales Solutions training events this month, the topic of summer theme parties came up. A recurring question was in regard to how to offer different theme parties without complicating your business by the need to change your party format each month. Running different theme parties each month, especially in the summer or […]
5 Easy Ways to Maximize Space in a Small Business
No shop, restaurant or any retail space can succeed without using the space that they have in an intelligent way. This can be straightforward when you have a lot of space to work with but that’s not something most businesses are blessed with. So, if you only have a small store or office, then how […]
Survey Says…Most Are Not Willing!
Most direct sellers are not willing to do what it takes to find business and be successful! On a recent Cash Flow Show Radio, I talked about a survey I had conducted a few years ago. Most Are Not Willing! It was a one question survey that went something like this: Why don’t you have enough […]
