Value is a Moving Target

Salespeople are constantly told to build more value in order to differentiate their products and services from competitors. A swing and a miss happens here when sellers jump in and rattle off features and benefits, even good ones. What is missing is establishing what...

“Little Things Make Big Things Happen”

The title of today’s post was penned by legendary basketball coach John Wooden. One of the first steps to accomplishing great things in life is to refuse to dwell on negative things from your past and carefully assess your present strengths and achievements. Focusing...

Are You Tough Enough?

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...

Toxic Prospecting Questions

It’s July and every blue collar services professional salesperson and technician is as busy as a one-arm wallpaper hanger! This is also the season when the neighbors of your customers may just have the same problems and issues as your customers. This means they may be...

Prospects vs. Suspects

Before we look into the dilemma of prospects vs. suspects, let me introduce the post with this. One morning the manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him resulting in all of them...