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 […]
Tag Archives: sales skills
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 […]
Sales Success OR Was It Just My Imagination
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 […]
In Sales Two Hearts Are Better Than One
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, […]
Can't Afford Sales Training? Think Again.
I recently had a meeting with some of my friendly sales training competitors. We spoke about the economy, how our business has changed, what we might be able to do together (YES, we are collaborating and doing a seminar) and then we (or maybe it was mostly me) whined a bit about how many companies […]
To Be A Great Sales Trainer, You Must Earn Trust
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 […]
Sales Training: Getting to the Stanley Cup of Sales
Okay, the Stanley Cup has been won. Can’t say that I was all that much interested in the Blackhawks or the Bruins but it is always exciting, well, I guess it is if you’re a hockey fan. So the hockey season is finally over. The players are back home playing golf, hanging out with their […]
Telephone Sales Training-Necessary or Not?
Lately I’ve been meeting with some prospective clients that have inside sales departments tasked with generating appointments for the field sales reps. They’ve been given a call guide (of sorts) and some rudimentary how-to’s but there has really been little else. The field sales reps on the other hand have taken classes, been sent to […]
I Am Waiting (for Sales)
Remember this song from the Rolling Stones: I am waiting, I am waiting, oh yeah, oh yeah I am waiting, I am waiting, oh yeah, oh yeah Waiting for someone to come out of somewhere Waiting for someone to come out of somewhere You can’t hold out, you can’t hold out, oh yeah, oh yeah […]