Category: Uncategorized

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile, we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This … continue reading »

If you’re familiar with the “Acres Of Diamond”story, you know that there was this guy, who had to sell his farm, to pay off the debt he incurred while trying to find diamonds at various locations. The sad part is that the person who bought the property discovered one of the largest diamond mines; Right … continue reading »

By far, the most popular topic I’ve been speaking about at sales kick-off meetings, is what I call; The 3 Drivers Of Sales Success The “drivers” are the things that we absolutely have to focus on if we want to be successful in sales. Things like; New Account Acquisition Retaining and WOWing Your Existing Accounts … continue reading »

When you’re competing against other companies for an account, there are certain questions you SHOULD be asking, that will help narrow the playing field (without badmouthing); Are you asking those questions? There are certain types of questions that demonstrate your expertise to your clients and prospects; Are you asking those questions? There are questions that … continue reading »

Sometimes our need to put something off, can lead to us missing out. For the last few weeks I’ve been sending along ideas, tips and tactics to help you with a critical part of the sales process; The Questions We Ask Our Prospects Unfortunately, the last day to enroll in our How To Ask AWESOME Sales … continue reading »

I don’t think anyone would disagree that to a buyer, most sales reps sound the same. In sales, we often nod our head in agreement that we need to stand out and then; Proceed to do all the things that make us sound EXACTLY like our competitors. Like asking cliched questions! You know, like . … continue reading »

Many times we find ourselves caught up in crafting a good response for when a prospect hits us with an objection, a stall or even when we get the dreaded “Thanks, but no thanks” but; We also need to look at where things might have gotten away from us so; We stop with the band-aides … continue reading »

I hope you get fired! And once you get fired, I hope you continue to get fired once a quarter for the rest of your working life! Mentally fired that is! Once a quarter, I want you to mentally fire yourself and rehire yourself as the person buying your widget. Once you do that, answer … continue reading »

According to a recent survey conducted by Mucinex, 14 million Americans planned to call in sick today; You know, because its the day after the Super Bowl and a high holy American football holiday or something. Looking at the amount of beer and food I consumed last night, I probably should have given myself the … continue reading »