Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous
How effective are voice mails? Many sales people struggle with the decision as to whether they should leave a voice mail message or not. In a consultative sales environment, once you have identified your
Motivating good sales teams to be great! Pep talks aren’t enough Successful companies and smart sales managers see an economic downturn or slow economy as an opportunity. A slow economy can result in decreased
The Ultimate Sales Strategy During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding
The Right Way and the Wrong Way to Open Your Call Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in
Losing Sales or Gaining Clients? The sales world can be a lot like dieting and working out. Sales, like dieting and working out, takes dedication, commitment, discipline and knowing when you are off track.
Do not try to overcome the initial resistance you get when closing, instead, be prepared for it and earn the right to present your product or service! So, When is an objection NOT an
Don’t let the lies, bad excuses, poor reasons and damaging justifications get in the way of selling yourself and your professional services. If you want to succeed, you must never let these lies leave
Years ago I learned a technique so simple, so powerful that the first time I tried it I couldn’t believe how effective it was. In fact, at first it was so simple that I
