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 strategy
In Business Ya Got To Have Friends, Right?
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. […]
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 […]
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 […]
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, […]
Sales Superstar or Jack of all Trades
Diners. Gotta love ’em. Open 24/7 and at any time of the day or night you can order a grilled cheese or grilled shrimp, fried fish or french toast. But really, is EVERYTHING good? Can they really excel at making waffles, stuffed clams AND chicken marsala? And, when was the last time someone ordered the […]
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 Prospecting: When the Going Gets Tough…the Tough Keep Going
My friend and business colleague Geri Mazur posted this blog and it is definitely in sync with my feelings about sales prospecting. (Note: I added “Sales Prospecting” into her title.) Do you like to prospect? Mmmm, maybe not, but once you pick up the telephone, start looking through Linkedin, attend a networking event (or two […]
Sales Training: Helping Your Clients to Succeed
I attended a networking event the other evening and someone asked what I did. When I replied that I am a sales trainer, he said “that’s a great gig because no one can ever stop. It’s like being a shrink. You never feel like the work is quite done.” Interesting perspective and if true, it […]