Avoid Breaking Your Career at the Office Holiday Party You can make or break your career at the company holiday party. Network and connect with the right people and you may out yourself inline for your next promotion or plum…
Do you find yourself saying what you would have, should have or could have done after you fix a problem? This is a sign that you ignored a danger signal. Life is filled with danger signals and warning signs. If…
Sometimes salespeople do some pretty thoughtless things that make people roll their eyes. Your prospects might not roll their eyes–they just might think that they should. I can promise you that they’re not going to buy from you. Some people,…
If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time to ask is when you’ve completed…
Have you prepared a presentation that could be delivered in 1 minute, 5 minutes or 15 minutes? With busy and unexpected schedules your planned hour meeting can get cut short. If your selling message is part of the last 30…
Enter with an open mind, ready to hear what your customer has to say about his business and job. Even though we know what we want to say in our selling message, we have to be flexible and respond to…
How do you think a buyer prepares for your sales call? Some do more than you know. One buyer’s work on rating suppliers’ sales calls gives us insight into how other buyers are scrutinizing our selling. It can also teach…
Having difficulty making call objectives for a sales call is a sign you’re in trouble. Your job is to bring value to your customers. Another greeting by a smiling face is not a source of value. Objectives that add value…
How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers? When you read the newspaper and other journals,…
THE PROBLEM “I’m sorry, I’m out of my office. Would you please leave your name and number and I’ll return your call as soon as I can.” How many of us are still waiting for our reply? Several of you…
Who wants to hear one more example of what they've been doing wrong? It's stressful for you and your customers when you focus only on the negative outcomes of what you're doing. Instead, take advantage of the opportunities to show…
There's one type of customer that many salespeople lack on their target lists. Salespeople can work so hard at selling that they forget about creating this unique sales relationship. It's a proven method for accelerating career success. The impact to…
