Create Off-Season Urgency

It’s quite normal for salespeople to become frustrated when their prospects are casual about moving forward. You’ve got to focus on more than the weather to stir folks to action. Today I’ll provide two suggestions to create off-season urgency and they revolve around...

Handwritten Notes; Seriously?

Suppose you’re the planner who extended the invitation for me to speak at the annual conference of your company. Which of the following thank you notes would you rather receive from me following the event? This: Thank you for your business. I really appreciate it and...

Planting Seeds Grows Service Leads

Early this century at a large services company where I was a sales coach for five years, one particular guy had been the top salesperson for ten straight years. I made it a point to get to know this fellow and eventually convinced him to tell me his story for a cameo...

Six Ways To Make People Like You – Part 1

DALE CARNEGIE (1888-1955), was a pioneer in public speaking and personality development. He became famous by showing others how to become successful. His book How to Win Friends and Influence People (1936) has sold more than 10 million copies and has been translated...

The Great Pyramid of Provider Relationships

As salespeople, we all want to endear ourselves to our customers by gaining and maintaining the best possible relationships. You may be aware that there are four different relationship levels you can occupy as the provider of whatever you sell. Today let’s take a...