The Role of Adversity in Shaping a Sales
Person’s Character
I still remember the worst sales call I ever made. More than just remember it, I react to the memory. I get a queasy feeling in my stomach every time I think about it. It wasn’t just a bad sales call, it was a humiliating, embarrassing event. I don’t think I’ll ever forget it.
That’s the point. There is something about adversity that... [read more]
Four Steps to Protect Your Good Accounts from the Competition
We all know
the feeling. Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. No problem with your service, it was just a price issue.
Nothing is more discouraging. You’ve spent years developing this account, building relationships, working hard at meeting their needs, and then, in the blink of an eye, you lose the business to a price-cutter... [read more]
It’s not the price, it’s the
risk!
Sometimes it is so frustrating. You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they’d be delighted...
While there are some circumstances where the answers would be yes to the questions above, the most likely answer is something totally different. The reason they won’t switch is likely not their IQ, nor your deodorant. It is the risk!... [read
more]
Do you have a Selling
System?
Almost any work can be systematic. “Systems” are how good work gets done. McDonald’s did not grow its business by hiring people and challenging them to figure out how to best do the job. Instead, McDonald’s works on the basis that there is a best way to take an order, greet a customer, fry potatoes, and assemble a cheeseburger. Figure out the best way, get the necessary tools, document the most
effective processes, and train everyone in doing it that way. As a result, people work the system... [read more]
Do your sales people have too much to do and not enough time in which to do it?
Help them sort it out and prioritize their time. They will be less stressed and more fulfilled, and you’ll see an immediate improvement in their performance.
Get them into our B2B Selling System. 15 minutes a week, for less than the price of lunch.
Other people can teach you to sell. We empower you to sell
better.
Should we Compartmentalize Our Christianity?
“I practice my Christian faith when I involve myself and my family in the programs of the church. My business is my business – that’s something else.
The two don’t have much to do with each other.” That comment expresses... [read more]
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