"Be Prepared" - The Boy Scouts of America motto! It’s been said that salespeople don’t plan to fail, they simple fail to plan! How much time do you currently spend preparing for your client appointments? If you’re honest with yourself,…
Warning: The information you are about to read will dramatically change the way you see yourself and how you relate to other people! In his book, Men are from Mars, Women are from Venus, author John Gray asserts the idea…
"A goal is nothing more than a dream written down with a deadline." I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met…
When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Now is the time to roll out a sales contest to generate additional sales…
Have you noticed that when a sports team wins a championship game, both the players and the coaches talk in terms of a “team victory” and appear to truly enjoy sharing the accomplishment? While on the other hand, teams who…
Are you the type of individual who values sincere feedback and welcomes constructive criticism from customers, associates, and family members? Sometimes getting feedback can be an unpleasant experience, especially when it hasn’t been requested! Without timely feedback, it’s utterly…
Stress occurs when an analytical or “melancholy” type of person is overwhelmed by his or her attempts to balance their physical, financial, personal, spiritual and career interests. The long-term affects of prolonged stress are accumulative and can be physically and…
Every setback and failure you experience also comes with a great opportunity. When one door closes, a window of possibility opens. The key is to look for the opportunity and avoid dwelling on failure. Think thoughts of defeat and you…
Cross-selling begins with uncovering your customer’s needs and laying the groundwork for other specialists to assist you in the selling process. The best place to introduce your customer to the concept of cross-selling is during your initial needs analysis meeting.…
Today we have access to innovative tools such as the Internet, cell phones, faxes and voice mail all designed to enhance our communications and support us in selling more effectively. Nevertheless, even with all of these technological tools at our…
There is a tendency for some sales reps to cookie-cut the needs analysis process and pigeonhole people rather than take the time to fully personalize their recommendations. Find out what's important to them... what are their goals and concerns for…
The best way to generate a positive ripple effect among your customers is to make a deliberate effort to increase the quality and quantity of the service you render. Unfortunately, shortsighted salespeople view customer service as an administrative burden and…
- John Boe
- https://www.johnboeinternational.com
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