Sales People… What Are You Thinking!!!
Selling isn’t easy. Every seller has that one problem or question, the answer to which has eluded them since Noah crafted his ark and for which they’d willingly trade that next bonus cheque. Here are a handful of recent examples posed to me. What is the best way to...
Are You “Shoulding” All Over Your Customers?
The other day my office phone rang and I didn’t recognize the number. I decided to pick up … and no surprise … It was a seller fishing for new business. Joe was brimming with enthusiasm at the prospect of having landed a live one. His opening hook: “Hi...
Do Not Call High!
Sales people across industries are often encouraged to “call high” by sales managers who believe it’s easier to be pushed down the corporate decision-making chain than to be moved up. Suddenly we have hoards of young sellers … many fresh out of school … wrongly...
Do You Confront The Brutal Facts?
One of my favourite business books is Jim Collin’s classic “Good to Great.” In chapter four he shares how a great company “confronts the brutal facts of reality head on” as opposed to the average organization that firmly plants its “head in the sand.” As sales...
Why you don’t want more customers in 2014!
So has Jill finally lost it? I’m advising professional sales people like you, whose primary mission is to bring in bigger better business each year, that you don’t want more customers! I am not losing my marbles. I know that you are mandated to, and compensated for,...