As Jeffrey Gitomer says “Client’s see you for their reasons not yours!” To often, in sales, salespeople get so excited(or desperate!) about their chances of selling that they end up simply talking about themselves, their company and their amazing product, that they actually forget that there’s another human being involved […]
I get hired because people and companies want to improve their sales and generate more revenue. Inevitably most conversations include the term – “We want to close more business or close more deals/sales etc” in some form or another. Generally, people are looking for the “silver bullet” – the “mega […]
I remember my first day in my corporate sales career as clear as yesterday. If, for no other reason than my introduction to the top salesman in the branch of the insurance company I had joined. He was earning over a million bucks a year in new commissions and another […]
In many respects it seems that I was destined for the sales business from the start, as I was negotiating with my parents from as early as I can remember. Just like any other kid, I wanted more of what I was enjoying at any given point and my “go […]
In the last couple of consultations with clients, maybe because many folk are scrambling to make things happen as COVID has impacted their businesses, I have found an increasing number of people that are literally burnt-out or fast approaching burn-out! Media is suggesting that one of the greatest impacts of […]
So, here’s week 3 of the Sales Steroid Challenge regarding referrals. Week 1 – call 10 existing clients and ask for 2 referrals from each of them. 20 Referrals Week 2 – ask each of the people you re meeting with this week to give you 2 referrals each. 20 […]
I remember back in my college days, I decided to attempt a parachute jump. This is really funny for those of you who know me because I am not great with heights (actually I’m atrocious with heights.) There was some logic going on though, as I thought it would cure […]
Another little acronym to help remember some key points. As we dig for gold (our goals, dreams, visions), here’s an easy way to keep us on track. Strategy – The difference between a dream and a goal is that a goal has a deadline and a plan. Have you broken […]
It is quite amazing to look back after 30 years in sales, to see what has changed and what has stayed the same. Computers, laptops and PDA’s have largely replaced rate books, flip folders, flip charts … sales “presentations” are more tech savvy and “sexy” … Massive strides have been […]
My challenges over the last couple of weeks have all been about developing habits that enable us to grow / go further than we ever imagined in the sales business. Last week I challenged you to call 10 people or clients that you knew would assists you and ask each […]
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