The three most beautiful words you’ll ever hear? Nah, it’s not what you think! It’s “tell me more.” It means: You’ve said enough to stimulate my interest. Your communication style is engaging. Your message is compelling. So, ask yourself: When I introduce myself do I try to tell people EVERYTHING, including things that are downright […]
Tag Archives: sales training
Business Development Mistakes to Avoid
After 32 years as a sales and business development trainer and consultant, I feel pretty secure in stating that I’ve seen the good, the bad and the truly ugly when it comes to sales and marketing efforts. Some of the businesses that you think would be superstars at their business development initiatives don’t actually “get […]
A Perfect Playground for Being Obnoxious
Many of us participate in meetings and training sessions on a regular basis. They can be helpful, informative, and conducive to growing bonds with colleagues. However, they can also be breeding grounds for those blatantly obnoxious individuals who you would just like to muzzle. You know the type – the person who never shuts up, […]
Consultation or Sales Call? You Be The Judge.
For any salesperson, the objective of a sales call is to uncover a prospect’s needs, present a solution, and offer products or services if there is potential synchronicity. Many salespeople, however, disguise their request for a sales call, referring to it as a “consultation” instead, as if there is something seedy about meeting with a […]
Why Sales Training Is More Important Than Ever
If you’re a business owner I don’t have to tell you that business is tough. Faced with increased competition from companies across the street and just as easily from those that are abroad, it’s ever more difficult to get your “piece of the pie.” The Internet has made everyone a shopper and winning and retaining […]
Invest in Marketing But Don’t Forget Sales!
I have many business contacts that do a pretty spectacular job at marketing their businesses. Online and off too they engage in robust marketing programs designed to build their businesses. The truth is that I’m actually a little in awe because their marketing campaigns are almost flawless and I haven’t quite gotten to be that […]
Three Strategies for Optimizing the Performance of Your Sales Team
The days of easy sales are probably gone for good. This is certainly bad news for organizations that haven’t taken a proactive approach to sales. However, for those that have invested in optimizing the performance of their sales team, opportunities are plentiful and customers are buying. Do your salespeople have the tools they need to […]
Top Tips for Effective Cold Calling
Sure you don’t want to cold call but sometimes it’s simply a necessity such as when your sales pipeline is empty and not enough leads are coming in or your networking isn’t generating enough activity. Most people approach cold calling with a certain degree of fear and loathing but with a small amount of preparation […]
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 […]
It’s Not Too Late to Bring in Business for 2015
Yep, the year is winding down and we’re in that all-important fourth quarter in which you will either achieve your sales goals for the year…or not. With that in mind, it’s not too late to secure some of the business that’s in your sales pipeline as well as plant those all-important seeds for 2016. Here’s […]