It’s coming to that time of year when things begin to slow down. Current prospects become unavailable. More time is spent finding Christmas presents and decorations. Generally, many people begin slipping out of high gear. By the time we reach the week between Christmas and New Year’s we are almost in “PARK” So, wrap up… Read more »
C’mon, Let’s Negotiate!
At some point during your sales process you will get to some level of negotiation. It is often price, but can also be delivery, terms, accessories, or even items unrelated to this sale. Understanding there are no guarantees in anything we do, here are a few simple tips that will help you reach a positive… Read more »
You are NOT calling on the right person!
Well, that’s a shocking headline. The simple truth is, more often than not, multiple people are involved in the buying decision. Some research suggests it is often more than five. Think about it. You have your contact, their boss(es), purchasing, the controller and maybe someone in manufacturing or engineering. You may be calling on one… Read more »
Wake Up, the World is Changing.
Change is constant in every aspect of business including sales. Here’s the question; have you at least embraced current – if not bleeding edge – technology and processes? Think about the following: Are you continuing your education? I am amazed when salespeople tell me they don’t have time to read articles, blogs or books on… Read more »
Someday I will swim the English Channel
Last week my son successfully swam the English Channel. He crossed the 21 miles in 10hrs 8min. I was on the escort boat watching his coach, his wife, the official observer, the skipper and one crew work as a team to do everything possible for Grant to have a successful outcome. It was a great… Read more »
Small customers can be a problem
Most of us are busy, busy, busy. The economy is strong and customers are expecting shorter lead times and lower prices. As we review client customer lists we often see way too many small customers. The 80/20 concept works. Focus your energy and time on the 20% of your customers that produce 80% of your… Read more »
Are you a continuous learner?
One of the questions we often ask when interviewing candidates for a sales position is “Do you consider yourself a continuous learner?” Of course everyone answers in the affirmative. The follow up questions often unveil very weak underlying examples. Really good salespeople are always learning, always training and always looking for the latest trends. There… Read more »
Are you R.I.P. (Retired In Place)?
Almost every time I start a new client engagement to help improve a sales team I encounter one, or more salespeople that are R.I.P. These are above average sales pros that usually have been around longer than other team members. They are typically nice people. They maintain a nice book of business. They sell about… Read more »
Someday I’ll go sailing
I’m a sailor. I sold my last boat many years ago and now rent (charter) a boat to cruise. One of the charter companies we use sends a newsletter monthly. The last one was called “Someday, I’ll go sailing”. For years after selling the boat we talked about going to the Caribbean for a week… Read more »
There are no secrets
It’s no surprise that the speed of business has accelerated dramatically in the past decade. Our customers have more resources at their fingertips than ever before. What used to take an hour of research in hard copy directories now takes mere seconds online. Not only do they know more about what they need/want to buy,… Read more »
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