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“So, what do you do?”
Such a simple question that lands so many sales and business professionals in hot water. Hang around any conference and listen to how a bunch of “What do you do” conversations unfold, and you’ll hear some pretty anemic attempts at answers.
The answers are painful to ... Views: 851
Ever know anyone who you knew could do something but still didn’t do it?
We know a lot of people who could succeed in sales – they have the knowledge, they have the skills, and they know the process, but they don’t actually succeed because something else is holding them back.
Our most ... Views: 727
A colleague of mine who’s a young serial entrepreneur has a sign over his computer. It reads, “Goal: Own the San Francisco 49ers.” And it has a date that’s not so far away.
When we talk I always ask about progress. Last week I asked him, “Can you at least buy the 22ers yet?”
Interestingly ... Views: 777
Recently I spoke at a large conference on the subject of how to maintain your price and avoid discounting. After the presentation, a businessperson approached me and asked what my strategy would be if his company needed to discount price to create cash flow. This is not an easy question to ... Views: 616
When is the best time to sell a price increase? I get asked this question a lot and my response is "right now." After I say this and see the expression on the person's face, I then have to back up my response with my rationale.
Taking a price increase is not something to be taken lightly. It ... Views: 610
There is a big difference between managers and leaders. Managers are those who come to work, make sure all subordinates are getting the necessary tasks done, then leave at 5:00, never to really make a difference.
Managers sustain. They fail to upgrade their teams. They see no return in ... Views: 978
Regardless of the industry vertical a business belongs to, its ability to sell its offerings is the prime factor ruling the shape of its future. A company may have the best of the line product to offer, but unless potential customers are conveyed the features and benefits of the product in an ... Views: 647
Recently, a window company rep called me and asked if I was interested in having a free, no-obligation sales call. I explained that we had replaced all our windows five years ago and that I was not interested. She got very annoyed and was adamant that I must want to replace some of the windows. ... Views: 728
How are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”!
Who Are You?
A study was done by a group of ... Views: 1288
During my 25-years in corporate sales life I sold both products and services. Sales people who inform me that they sell a service and that is more difficult than selling a product and it is a different sale, constantly approach me. I ask them how their business is going and they usually say – ... Views: 686
When I was growing up I lived in a small town. There was a real community to the town. My family’s community included rural and town people, church members, schoolteachers, community business and political leaders and friends. Everyone looked after and kept an eye out for members of the group. ... Views: 788
Are you still playing your sales game the same way you did three years ago? Are you doing the same things you have done for years? Are you struggling and can't figure out why? Are you having the same success you enjoyed in the past? What are you doing to change your "Game"?
Why Change?
I was ... Views: 680
Hope you are well and are enjoying the warm sunny springtime. I'll certainly treasure every minute of the season after spending three weeks in snowy Canada at the shocking (for me anyway) temperature of -15C. It's time to spring-clean the house. Do you realise business needs a good spring-clean ... Views: 846
The site includes prime overseas apartments, independent houses and penthouses to suit in every taste. Be it the real estate of the United States, Australia or any other location, the Findire site will help and guide you to find the perfect location according to your personalized need!!! Being ... Views: 753
When the electronic revolution started to move forward, little did we know that almost everything we use will be ‘electronified’, so to speak. Take the lowly cash register, for example. Up until the 1980’s and a bit into the 1990’s, all cash registers were still electronic, and for all intents ... Views: 746
It's uncomfortable selling to C-levels and influential leaders. They are hard to get-to and they are intimidating to talk with. They have an air of superiority and power. The only way to handle these C-levels and top executives is with confidence.
Confidence is a sales person’s biggest ... Views: 1576
Are your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then ... Views: 751
If you are in business then you need to sell and market products and this means keeping on top of your sales techniques to help close more sales faster. You should continually be asking, why are people buying from company X instead of us and continue to refine your process.The best businesses in ... Views: 878
Printed Stickers for a long time are a great supplement to company’s promotional campaigns. Businesses appreciate them because it is a very economical option first of all. Secondly they last for quite some time giving the business best return on investment. Another advantage of printed them is ... Views: 690
If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you're like many of the sales managers and owners I work with, then I know you're being pulled in many different directions. ... Views: 823
When you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how!
Try these tactics next time you hear, "We're happy with our ... Views: 3361
It's the meeting for which you've been waiting. Finally, you've been able to secure a meeting with the CEO of the company you know you can help. For the past year, you've been researching the company and developing relationships with as many people as possible.
In particular, you have gotten ... Views: 737
There's no better way to improve the quality of information you receive from a potential customer than by asking short questions. We all can recall far too many times when we've sat across the table from a customer we're trying to help – and we know we can help, if they would just provide us ... Views: 1410
I had a recent situation where I wasn’t able to meet a commitment to my customers. It wasn’t my fault—a delayed plane flight because of weather meant I missed a telephone-based training event that I was paid to deliver. Yet it was my responsibility because I agreed to deliver the class and knew ... Views: 3290
Inertia can be a powerful force. Often times in business, the decision not to act and to stick with the same practices is the easiest one to make. However, the ease of sticking with the same shouldn’t allow sales managers to accept the status quo. Maximizing ROI and finding best practices are ... Views: 1168
Annuity brokerage is a difficult area of sales. For insurance agents accustomed to selling policies, the annuities game could be a rude awakening. Despite the allure of bigger commissions and better rewards, annuities are not an easy path to doing more business. However, they can provide an ... Views: 1439
In the opening line of Anna Karenina, Leo Tolstoy states that “Happy families are all alike; every unhappy family is unhappy in its own way.” The same could also be said of companies with successful sales strategies. There are hundreds of different ways that a sales team can frustrate their ... Views: 1041
The sale of annuities can be a difficult field. Annuities are a very specific product that’s geared towards a relatively narrow segment of the population. As such, each individual lead carries a great deal more weight in annuity sales than in other insurance products. Brokers accustomed to ... Views: 1058
In his popular 2003 book Moneyball: The Art of Winning an Unfair Game, author Michael Lewis details the way Oakland A’s GM Billy Beane cleverly managed to field a consistently excellent team despite spending half of what big-market teams like the Yankees and Red Sox were spending. His approach ... Views: 1082
If you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results.
Why ... Views: 852
If you have a Google Account for any reason from buying online with Google Checkout to checking your Websites Analytics you may have noticed that Google is personalising your search results when you are signed in. Even when you are not logged in according to Google they are still storing your ... Views: 520
Ten years of competitive hell!
That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they effect my clients, I have to agree. The Information Age is certainly one of the most turbulent ... Views: 1959
This month our blog topics have focused on team development and how to turn your employees into superstars! In today’s blog, I will share five ways to attract great candidates.
1. Always keep an eye out for possible employees and try not to hire when you’re desperate to find someone, anyone. ... Views: 1027
90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you!
The sales person who wants it the most is the one ... Views: 923
To bring in the big paydays you need two types of personalities in your sales department – if you’re a one man/gal show you may realize that multiple personalities are a blessing or you can assess where your personality type naturally sits and then develop strategies to maximize your close ... Views: 848
Rollup banners are becoming increasingly popular amongst businesses that wish to effectively promote their goods or services in a cost effective manner. Today, you can find rollup banners everywhere from your local grocery store to the doorsteps of large supermarket chains. A rollup banner is ... Views: 806
Branding is an essential component in the marketing campaign of the companies. Specific budget has been kept aside for this purpose. However in this world of rapid changing brand recall and brand loyalty from the consumer’s side, companies want to remain at the top position. Promotional clothing ... Views: 878
Decision making is an essential business and leadership skill, and whether you’re a CEO hammering out strategy with your vice presidents or a soccer coach whose team is choosing new uniforms, it’s your influence ‘behind the scenes’ that ultimately determines how successful the final decision ... Views: 1124
Often, businesses have questions that involve trends in their markets. For example, which customers are adapting the latest technology?
The online market research industry has become completely saturated with companies competing for clients. People interested in doing online market ... Views: 853
Have you ever really considered how price affects your customer with regard to their perceived benefit? Too often, we use a simplistic approach to determining a price – figure the cost to produce a product or service, tack on some arbitrary percentage, and call it good, right?
Price, ... Views: 665
Want a quick way to destroy sales motivation and profit at the same time? Picture yourself as a sales manager who suddenly receives a phone call from a salesperson who is on the verge of closing a sale. Here's a sample of that typical conversation:
Salesperson: "We have to cut our price ... Views: 712
There are many items which can be recycled and used. The recycled items charge copy used to institute other noted commodities. If these things are recycled professional consign exemplify no crisis of these items coming up mark this world. Recycling cede cache the world from an aggregation of ... Views: 768
Basically the DVDs were disks of the same size as a CD, but they had up to ten times more data capacity, which made them ravishing for humungous content cotton to films. DVD audio would be a big improvement over CD audio. A miraculous invention that is well-serving force today's mart. But, ... Views: 704
Increase your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ... Views: 2080
I call it Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past, but are no longer effective. The past is everything that’s pre-2010. I still recall a poignant moment with an attendee at one of ... Views: 655
A Changing Insurance Market
In SELLING INSURANCE IN THE DIGITAL AGE, Christian Bieck identifies core changes in the way people shop for insurance. He closes with this:
Unimaginable just a decade ago, the rise of the Internet, mobile phones, and social networking is changing how consumers ... Views: 1590
Have you ever wondered what to do with unwanted CDs, DVDs and their cases? Did you notice that CD/DVD's are actually fictional from recyclable materials? Disc back is a system of recycling unwanted discs. CD Recycling, is the motion of re-using a given product or effective a new product from a ... Views: 1442