Are Sales People Problem Solvers?
...to change our beliefs, is to experience something which conflicts with them, and causes us to re-think those beliefs. In this issue, the best way to see yourself as larger and more capable then just a problem-solver is to focus on understanding your customers better by asking a set of well-constructed,
prepared questions, and listening constructively to the answers.
As you begin to gain success in understanding... [read
more]
Q & A for Sales People: Getting the Last Look
If you have done a good job in the past for the supplier, if you have become the low-risk
supplier, if you have understood the customer’s situation at a deeper level than your competitors, if you have some aspect of your product, service or offer that sets you apart from the competitors, if you have communicated those things in a persuasive way, then the customer should be happy to do business with you even if you are not the absolute lowest price... [read more]
Spreading Around Coaching Time
...a new sales person is, as a general rule, much more open to learning than a more experienced person, your
efforts will return better than average results. If you only had one hour of coaching time to allocate, for example, that hour would get more payback if you invested it in a new person, than if you invested it in a more experienced one.
Now let’s look at the other side of the issue – your more experienced sales people. Let’s start with an observation that I have made over the years: Just because a sales person has
experience, that does not mean that he/she knows how to... [read more]
Sales Leader’s Most Common Mistakes
... That very observation described the number one mistake that sales managers make – they accept the historically evolved status quo for the structure, and don’t invest time in focusing it to provide the environment for sales success... [read more]Only one out of 20 sales people has ever been trained in the best practices of the profession. That’s why we created our unique immersion professional development system. We immerse you into a best practice of the best sales people by one email a week. In the course of a month you:
• Listen to a podcast
• Watch a video
• Read a blog
post
• Do an application exercise
• Talk to your peers and manager about the experience.
The result? Improved results with minimum effort.
Other people can teach you to sell. We empower you to sell better.
Is Your Business on a Mission?
It is, but you might not know
it.
Let me explain. The very first words God spoke to Adam were to charge him with a lifetime purpose (work the Garden and keep it) and then to give him a job, within that greater purpose (name the animals.) God then worked with Adam to help him complete the task that He gave him.
In that moment, God established the precedent that work, and by extension, business, would be
mankind’s primary occupation and the first place in which He would have a relationship with mankind. Here’s the pattern: God gives a person a specific task, and then works with Him...[read more]
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How to Get up When You’re
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