Essential Character Traits of Successful Sales
People
As in every sophisticated endeavor, in the world of sales it sure helps if you have the aptitude and character with which to begin. “Character” is the operant word here. The Encarta Dictionary defines character as “the set of qualities that make somebody distinctive, especially somebody’s quality of mind and feeling.” In a common sense, we understand
a person’s character to be that combination of qualities, beliefs, tendencies and attitudes that give rise to his/her behavior.
It is the combination of characteristics that define who is the person. The practices and principles we teach instruct the person on what to do... [read more]
Sales People: How to Manage Your Emotions
Our thoughts lead to our
attitudes. Our attitudes lead to our actions. Our actions lead to our results. It sounds so simple, and in one sense, it is. To manage ourselves effectively, all we must do is control our thoughts. Probably the greatest principle of self-improvement is this: You can choose your thoughts.
There certainly is nothing new about that observation. Solomon, writing centuries before Christ, said “As a man thinks in heart, so is he.” The Apostle Paul wrote, “Be transformed by the renewing of your mind.” The relationship between thoughts, actions and results has been recognized probably since the dawn of mankind. The problem is, of course, actually doing it...[read more]
How Well Do You Know Your Customers?
Trying to refine a sales system without adequately knowing your customers is like playing pin the tail on the donkey — you’ll stumble around blindly unless you’re lucky enough to stick something by chance.
On the other hand, if you become good at this critical portion of your sales and marketing efforts, you’ll be able to... [read more]
Teaching Your Organization to
Learn
So what is active learning and why is it important? Let’s start with a definition: Active learning is the process of acquiring new information and/or gaining new insights, and then changing behavior as a result. You’ve experienced it. It’s what happens when you go to a seminar or a conference, gain several new ideas, and then come back and implement them in your
organization. Active learning takes place at a number of different levels within an organization. But they are all dependent on an individual employee changing how he/she behaves. The employee who is adept at active learning regularly absorbs new information and acts in different ways as result. It’s the same process you engage in when you attend a seminar, except that it’s required of every one of your employees, not just
you....[read more] Got Proactive Sales Leadership?
The difference
between a great sales year and an average sales year often comes down to proactive management. Yet, few sales managers have ever been trained in the principles and practices of proactive sales leadership.
Give your managers the opportunity to learn a five-step process proven to increase sales
productivity.
Kahle Way® Sales Management System
Seminar
June 6th & 7th
Chicago
Registration closes soon. Limited seats available.
We have never had such an immediate, positive and measurable result from any training.
This has been the single most significant investment in training we have ever made. It's changed the nature of communication within our sales team in such a way that we expect better sales representative retention rates, more highly motivated managers and sellers, a greater degree of accountability and, yes, increased profitable sales as a result!
William A. Fidler, Executive Vice President Brenntag - North America, Inc.
Prefer to talk to someone? Call us at
616-451-9377
News Flash! Your Christian Business Should Make Money
I know that comes as a surprise to many Christian business people, who have been
conditioned by our contemporary religious culture to think of money-making as a second-class endeavor. Running a business that actually makes a profit is, in some religious circles, a tasteless endeavor that is barely tolerated. It may be accepted if you give some of the money to them, but it is often viewed with disdain and suspicion.
Good thing Abraham hadn’t been infected with that paradigm. He built a huge business, probably
employing thousands of people, and became a very wealthy man. He has become, for countless generations, the archetypal example of faith. His faith, as an old man, was so powerful that he was ready to kill his son as an act of obedience.
While we often focus on his faith, we rarely acknowledge ... [read more]
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