Today’s post is brought to you by the number 5. 1) Find a way to save 5 minutes, 3 times during your day. At the end of the year you will have given yourself a week’s bonus! 2) If you have a weekly sales or staff meeting, ask everyone to bring 5 cans of food … continue reading »
The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes I see sales professionals make. I’ve included several tips on how you can ace your next needs analysis. … continue reading »
1) Engage in an overabundance of either “me” centered comments and/or self promo. Instead, show a genuine interest in the other person. Get them talking about their favorite subject. Hint: It aint you and your company. 2) Make it evident that you are looking around the room for someone else to talk with. This is … continue reading »
Submit for your approval 3 brands of toothpaste. Crest: For years Crest had this commercial with the same recurring theme. A kid returns from the Dentist (alone mind you) to tell their parents that they just had this amazing check up. Whenever, I would watch those commercials 2 things would immediately come to mind: 1) … continue reading »
Here’s today’s million dollar question . . . “What’s so important that you are willing to not be present, not be in the moment?” Before you answer it, please let me put that question into a context. Somewhere in a neighborhood restaurant, a couple is having a meal together, catching up. One of their cell … continue reading »
Many years ago I watched a great Jedi Master wow his customers, go to bat for them and provide a wonderful living for his family. He knew the names of all his customer’s secretaries (this was before the birth of admins) and he took a personal interest in each of their lives. He knew kids … continue reading »
1) Invitation Templates . . . don’t use them! You’re better than that! Nothing says “I couldn’t be bothered taking 10 seconds to write you a personal message” more than those boring templates. Want to stand out? Don’t do what everyone else is doing. 2) Avoid “IDK’s” “IDK” stands for “I don’t know” When someone … continue reading »
This is a guest post from Hank Trisler There is a lot of conversation among salespeople about “canned pitches.” Old and wise friend, Joe Klock www.joeklock.com makes an excellent point when he says, “There is only one best way to say something. He maintains that a canned pitch doesn’t sound canned if it’s practiced enough. … continue reading »
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