As a sales consultant and trainer for the past 28 years I’ve worked in pretty much every conceivable industry. I’ve seen the good (great!), the bad and the ugly and have always attempted to add my 2 cents so that the marketing endeavors are aligned with and support my client’s sales efforts. But here’s the […]
Tag Archives: sales skills
Time is on Your Side…NOT
It’s 2016 and one month is gone already. Many of us started the year with aggressive sales goals and at this juncture – one month in – I need to ask you, “how are things going?” I’m not expecting that a significant amount of new business could be closed in just these 4 weeks but […]
You Have to Start Something
It’s a new year. A new you and all that jazz. The pressure of resolutions or maybe you call them goals. Maybe you make them or maybe you don’t. It doesn’t much matter. What DOES matter is that you have to start something. Inertia is a killer. Michael was right. You have to start SOMETHING, […]
A Salesperson’s Lament: Will You Love Me In The Morning?
We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, […]
Love the One You’re With
Many businesses work so very hard to bring in a constant flow of new customers that they forget about their current customers. I don’t mean the top 5 or 10% from which we all derive a large percentage of our revenue. I’m talking about the lower and middle rung accounts for whom we do some […]
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 […]
You’ve Had Lunch, Now What?
Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s party who could very well be a viable prospect. In these networking-focused times, you’re probably introduced to lots of people at a variety of formal networking events, informal get-togethers, and through online sources. […]
Big (Sales) Girls Don’t Cry
Big girls don’t cry over: Prospects that ultimately say “no” Clients that decide to reduce their retainer Vendors that raise their fees Networking intros that “go south” Nope. Big girls don’t do that. Here’s what they do: They go out and assertively find more prospects using some of those time-proven techniques like phone and […]
For Greater Sales: Hit Me With Your Best Shot
Hit me with your best shot. Networking introductions, cold calls, reconnects…how much time do you have anyway to make that all important connection and get the contact interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me. We live in a Blink era in which people make decisions in an incredibly short amount […]
Sales Mischief: Baby, I Love You
The Ronettes – Baby, I Love You Great (old) song, huh! But I digress…. The customer is always right. Do everything that you can do to keep the client happy. Suck it up and keep them coming back. Mmm, not so. There’s really only one motto that resonates true for me and that is “the […]