It happened again two weeks ago. I met with someone struggling to get their business going. One of the first questions I asked, and always ask: “What are you doing to bring in revenue (sell something)?” “I have a display at the local Walmart, and I belong to five Chambers of Commerce.” “And how long
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Over the past week I’ve been inundated with e-mails for webinars, classes, and courses telling me that sales and business building is easy. They claim that you don’t have to work hard, just listen to the webinar and you’ll get the magic bullet to working a fraction of the hours you’re currently working while closing
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I was recently speaking with an extremely successful executive (he asked to remain anonymous) who is known for being able to walk into an organization, clear away all the clutter and b.s., and make them extremely successful. He boiled his process down to four keys which can also be applied to successful selling. Four keys
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My mom passed away recently. As I was writing her eulogy, I realized that a lot of what she stood for, and a lot of what she taught me, led to my sales success. As I looked deeper, I realized that most of her examples also had to do with success in life, not just
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To be successful in the world of selling you need to be a contrarian. In every industry, successful salespeople are the exception, not the rule. In the insurance field, only about 20% of the agents who start are still agents ten years down the road. In real estate, the average Realtor sells three houses a
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There is a much-overlooked aspect of sales success that is rarely talked about and people pay little attention to, it is: self-talk. The most important conversation is the one you have with yourself. The reason that conversation is so important is because the words and language you use both reveal and reinforce your beliefs about
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Four Sales Tips to Make You More Successful in 2018 Tip #1: Stop working smart and get back to working hard. Most salespeople use “working smart” as an excuse to avoid hard work, especially the traditional methods of prospecting such as cold calling. They think work smart means work easy. As a result, they look
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On a scale of 1 to 10, where 1 is not at all, and 10 is a perfect description, how does your sales organization rate according to the following definitions? Fat: Enough clients and business to sustain you for the short term coupled with no consistent effort at chasing new business. Everyone is simply living
Is your Sales Team Fat, Dumb, and Happy? Read More »
We all know relationships are important with clients. If you own the relationship with a client account, you most likely own the business. Just as important as client relationships are the relationships within your organization and with vendors who help your business run smoothly. Problems in these relationships usually lead to problems in client accounts,
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In theory, sales is pretty simple: communicate the right way with the right people, and you’ll make sales. It’s in practice that most people complicate the issue. So how do you keep it simple? Assuming you’re selling something where someone has to deal with you for any length of time, in other words, you’re not
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