The old cliche “no one likes to be sold but everyone likes to buy” is as true today as it was when it was first uttered. Being sold conjures up certain negative images: The pushy car salesperson that gets their teeth into your neck and doesn’t let go. The telemarketer that hounds you until you […]
Yep it’s that season. Making a list and checking it twice…Um, not a holiday gift list but a list of which sales efforts you are going to implement in 2014. Did sales prospecting make the list? It should! Many of us have fallen victim to the promise and seduction of social media. Post a status […]
Effective pricing is a slippery slope. You fear that you are pricing too high and then the opposite, too low. Just like Little Red Riding Hood, we want it to be “just right” but it can often come out wrong. Will I lose the business because of my fees? What if they go with the […]
I get lots of calls (or emails) from folks that start off with “I want to sell more.” Sounds simple, right—I want more business! If only it were so. I want more business, I want to sell more, seems to be a universal refrain. Sounds easy yet difficult to accomplish but let’s see here if […]
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 […]
You Got To Have Friends!!! http://youtu.be/4x1R50zNV1I I have personal friends and I have clients. Some of these clients are also my friends but I make it a point to distinguish between the two for I have seen first-hand just how ugly it can be when friendship gets in the way of good business…and vice versa. […]
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 […]
Do you remember that old song by The Temptations (Just My Imagination, Running Away With Me)? Well, I heard it the other day and it struck a resounding chord. Ya see, sometimes I feel like I must have actually IMAGINED that a prospect was interested, that a networking contact was planning on being reciprocal, that […]
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 […]
Okay, so I’m not all that sure about the heart thing because for certain this isn’t a Match.com posting. What I am certain about is the fact that although prospects will tell you what they NEED, they usually act on what they WANT, and the plain truth is that when WANT enters into the situation, […]
