“I Used to Be in Sales”

by | Sep 30, 2019 | Prospecting

Parents get great joy watching their children turn over, then crawl, and eventually stand up and take those first steps. In most cases the kids don’t succeed on the first attempt. Undoubtedly the parents are just a few steps away encouraging the little one to come to...

Mistaken Beliefs Yield Unintended Results

by | Sep 23, 2019 | Sales Basics

Have you ever thought about the possibility that many things you do every day are because of a misguided or unexamined belief? I heard a story that perfectly makes this point. A husband and wife were in the kitchen. The husband was reading the newspaper while his wife...

What’s Your Favorite Channel?

by | Sep 16, 2019 | Assessing

People primarily process information through sight, sound and touch (feeling). Let’s call these, “channels” and I’ll explain them by using examples. Assume you hear a homeowner or business buyer respond to you in one of these fashions: “Show me what you are talking...

Are You Tough Enough?

by | Sep 9, 2019 | Sales Management

It’s fairly common for sales managers to feel they are “too nice,” but most fear changing their ways. Some salespeople, steady producers who don’t want to be pushed toward greater success, think their managers are great. This is due to not being challenged to move...

Unsold Proposal Follow-Up

by | Sep 3, 2019 | Proposing

(Email to prospective customer) “I haven’t heard back from you so I’m assuming one of two things: Either you’re not interested or you’ve been so busy that my texts and emails have fallen through the cracks, like these unfortunate ducklings. I’d really love to...