Be Indispensable to Protect Your Job in a Volatile Economy
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. – Ross Mathews Selling
Set More Meetings Over the Phone With Stories That Engage Prospects When you don’t have a physical product to show use stories to improve telephone prospecting outcomes. Once upon a time . . .
The humble hand written thank you note is a powerful gesture that helps you deepen relationships with and retain customers. This is Jessica Stokes from my family farm in upstate New York. I’ve been
I am here at my family’s farm in upstate New York and I’m hanging out in one of my favorite places as a child. I am inside the barn. When we were kids the
“Me Focused” Top Performers Don’t Always Build the Best Teams Teams built around top performers who only look out for themselves under perform teams of average performers who are cohesive and look out for
Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s
Being Comfortable at Letting Things go Silent is the Key to Better Communication Skills There’s a moment in every sales conversation where it gets awkward. You know what I’m talking about. That moment of
5 Leadership Skills to Weather Any Economic Storm The storm clouds are brewing once again. We don’t quite know what is in store for us economically, but what we do know is that we
“You have to kiss a lot of frogs before you find your prince.” In today’s market, there is just no cushion for hiring non-performing salespeople. If they aren’t driving revenue, then they are pure
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed
Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from
If you want to be a consultative salesperson, a trusted advisor, and a Level 4 Value Creator, then you have to tell the truth. It’s your truthfulness, your candor, and your willingness to help
Every successful sales person has a list of habits that form the core of his or her work. While the particulars vary with each individual or product line, many are universal. The following tangible,
The most dangerous lie that salespeople tell themselves (and anybody else who will listen) is that they lost the opportunity with their dream client on price. Salespeople—like all other groups of people—lie to themselves.
The process is that thoughts become actions and actions produce results. So the equation starts with the thoughts. So the key to success is to start with and control the thoughts that we have.
Most sales people live a hurried life and time is of the essence. While we agree that in sales, time is money, there is a cost for polluting our bodies with so much junk food that
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught
Making the choice to build a spiral pipeline for your sales starts with engaging three core activities in your organization. And continuing these three core activities every day. Don’t Settle for Living in a
