Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to say shut up and dance with me. That might work when you want to find your next dancing partner but as for getting your next new client, having an existing client expand their business, reactivating […]
Tag Archives: sales training
If You Don’t Know Me By Now
Is this the tune being sung by your prospects and clients? Have you neglected to ask (and continue to ask) the kind of questions that enable you to woo, win and wow them….um, in other words, get and retain their business? Prospecting are you? Why are you asking if they can meet with you on […]
Love to Love You Baby
Donna Summer sure could show us the love couldn’t she? If you don’t believe me then have a listen! And in relationships, business included, showing the love is what it is all about. For instance: Make some fantastic introductions for folks in your network. The special part about these introductions is that they are proactive […]
The Weather in Winnipeg Sucks. How Are Your Sales?
Have you checked the weather in Winnipeg lately? It’s pretty awful UNLESS you like continual sub-zero temperatures matched by almost endless snowfall. If you like that sort of weather then you’ll find Winnipeg to be a dream come true but for me, not so much. Anyway, I have Winnipeg programmed into my iPhone. I have […]
I'm Back…and Back to Sales Basics Too
Happy New Year. I was away for a week (New Orleans…awesome place) and now I’m back and raring to get going and make 2014 a stellar year. So, I’m back…and back to sales basics because truly, basics are where it is at. The plain truth is that if you don’t have your fundamentals down cold, […]
Winning New Business: Are You Better or Different?
Wanna know what makes me better? How did you feel when I said that? Curious? Interested? Just a wee bit defensive? Or maybe even a tad hostile because you felt like you were going to get a good old-fashioned sales job? And that’s exactly what happens when you go in and pitch a new prospect […]
Same Old Sales Sh-t
Same old, same old can be comforting. It can keep you on track and relieve the stress that comes from the unknown. It can also keep you in a rut whereby you simply never get out of that proverbial “comfort zone” thereby making same old, same old a bit of a business killer. I’m not […]
You Know You Need a Sales Trainer/Consultant When…
So here I am, 27 years in (as a sales consultant that is), and I am still amazed by companies that question their need for a sales consultant or trainer. Now I know that “want” a sales trainer trumps “need” a sales trainer every time, but c’mon people, there are some clear indicators that you […]
Sales Training for Those That "Know it All"
I’ve been a sales trainer for 27 years and have seen the good, the bad and the ugly. From clients where everyone comes to the sessions eager, ready and willing to learn to those in which the participants are negative and downright hostile, I guess you can use that tired old cliche “been there, done […]
When Sales Training Is Considered Discretionary
Suffice to say that we’ve gone through some tough times. Owners of small business, as facile as we are, have felt the pain pretty deeply and we have bopped and weaved, reinvented and restructured to weather the proverbial storm. And many of us (myself included) have managed to survive, and in some cases, to even thrive […]