Sales Consulting and Services
There is no better advice anyone can offer a new sales rep. Managing expectations is critical to sustaining successful sales. If you can set expectations low, your odds of exceeding them are greater. It doesn’t mean you grossly under sell a product or solution and risk the deal. However, if a task will take 2 [...]
Call it strong self talk or self fulfilling prophecy, but expecting to be treated a certain way will help influence others to treat you that way. Sort of reminds me of the old saying, “you get what you expect”. Consider the new manager you had years ago – he was your junior in many ways and in [...]
Asking a small business owner if she wants to grow is like asking a farmer if he wants summer rain. Of course they want to grow… right?? Well not so fast. First – there is nothing wrong with a small company staying small. As long as they are profitable, paying the bills, and enjoying life,why [...]
Part of the social network phenomenon is the open sometimes not so subtle competition we all feel. We frequently check our web site’s SEO ranking and our blog ranking. We now have tools to rank our Twitter success. Talk to any regular contributor to Twitter for more than a few minutes and eventually they will [...]
Recently I was asked why I prefer to meet my sales coaching clients in person. Yeah, there is certainly a lot of business (coaching included) conducted over the phone and internet. I actually do a lot of that myself. Yet my sales career and success has constantly been influenced by my ability to read the [...]
It is as routine as sunrise, a new company is founded on a product idea, believed by the Founder to be eagerly embraced by the market. After 6 months has passed, with little revenue produced, the Founder, investors, and employees are crushed by debt. You can see them in the coffee shop lamenting their situation [...]
Years ago Jan Carlzon, CEO of SAS Airline Group suggested when a passenger lowers the seat lap tray and finds it dirty, they grow concerned the airline company is not maintaining the engines properly. It is human nature to draw far reaching conclusions after a simple observation. Yet, when we as sales leaders hear a [...]
Most car buyers only have a simple understanding how it works and can only identify a small number of parts on the car. They often buy the car based simply on appearance and affordability. House buyers delegate the inspection to a hired professional, and primarily make a house decision today based on the location and [...]
Remember your Mother’s reaction when you told her you were going to be a sales person. She likely grimaced and wondered where she went wrong. Her attitudes about selling were likely built early in her life from experiences with car sales people, traveling sales people, and magazine peddlers. Just close your eyes and see “Herb [...]
