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, […]
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 […]
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 […]
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 […]
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 […]
Trust. It’s a powerful word that means the firm belief that someone is telling the truth, that they’re reliable and have the ability to do what they say they are going to do. Trust. I was at the beach last week and watched small children being thrown up in the air by their parents and […]
Some experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a teen, I can […]
Ooh Child Things Are Gonna Get Easier Ya think or do you wish it would be so? And are you doing anything to make them easier? Or better? Or anything at all? I know that many of my contacts spend a fair amount of time complaining about the “way things are.” These are the very […]
Fakin’ It Sssh, what are you faking? (I promise not to tell, but you know what I’m talking about, right?). How’s business? AWESOME. Couldn’t be better. How’s cash flow? AWESOME. Not a problem in the world. How’s that event / group coming? AWESOME. We totally fill up every event. Now, I’m as positive and optimistic […]
Many sales people have come up through the ranks and have been trained to “always be closing.” You know what I mean. These are the sales reps that seem to be following a script barely taking the time or effort to really listen to what you / the prospect is saying. These are the sales […]
