Don’t Miss The Bigger Picture! Several years ago, I remember watching a video with a small team that showed people passing a basketball among them. The Facilitator’s instructions were to count the number of times the ball was passed within a fifteen second time period. I began to count the passes, making sure I didn’t […]
Skill vs Will Is the reason you’re struggling in sales a skill issue? How about a will issue? Or, is it a combination of both? Leadership Coach Nathan Jamail says our will is based on what we’re willing to do in order to achieve our goals, or, to do our jobs beyond what is required. […]
Consequence or Reward? We all have at least one thing on the personal and business side that we dread doing, but definitely needs to be done in a timely manner. For an example, on the personal side, it could be exercising. On the business side, it could be cold calling. What motivates you? Is is […]
Similar Is Not The Same A common area of resistance a potential client might approach with is saying something like: “I’ve found similar products/services on the internet that are cheaper.” So what’s the response when the customer says they’ve explored similar options for less money? The immediate response should be “similar is not the same.” […]
Close for the Follow-Up? You should never end the conversation with a Prospect before agreeing on a specific date and time for the follow-up, especially if they haven’t committed to purchase your product or service. Verify your next follow-up, then, send a meeting request for confirmation. If it’s a phone call, get their direct dial […]
Are You Taking Good Notes? Good note taking is crucial during the initial Needs Analysis for the following six reasons: It will immediately demonstrate to the person you are talking too that what they are saying is extremely important to you and that you truly care. It helps you stay focused on them and not […]
Resilience! How many of you had an opportunity to watch the Masters? We witnessed Resilience in action. Tiger Woods could have used his health issue as a reason for defeat, but he didn’t let defeat have the last word. Remember that successful people don’t just face adversity; they embrace it in seven different ways. 1. […]
It’s Not Who You Know But Who Knows You! Are you a Secret Agent for your Company? That’s the question that I always ask when I discuss the importance and the power of networking. Anytime you go outside of your business it’s an opportunity for you to develop new relationships that could become a potential […]
Features Only Justify The Price! When I’m training my course “How To Sell Value and Not Price,” I always remind participants that features only justify the price. Benefits justify the purchase. You have to make sure that you include a customized benefit with every feature that you provide. The customer will always want to know […]
Onboarding New Customers When a new employee begins his or her first day, they are placed in the company’s onboarding program for a designated period of time. So my question is, are you placing your new customers in a similar program to help ensure a smooth transition into your company? If not, why not? Onboarding […]
