I have had quite a few conversations lately with the leaders in my organization about this idea. Often I see people make decisions that satisfy their most immediate need, or more accurately… desire. They, however, may not realize or choose to ignore the fact that immediate decisions can cause more pain in the long run. … Continue reading Short Term GAIN, Long Term PAIN!
$$ Dollar Signs in your Eyes! $$
$ In Your Eyes Have you ever worked with a salesperson who it seemed just wasn’t listening to you? The only thing it seems is that they want is your signature on the dotted line. Even a good salesperson can slip into this approach at times. It is called having dollar signs in your eyes. … Continue reading $$ Dollar Signs in your Eyes! $$
THE 5 Reasons You Aren’t Making Sales!
Sales managers are often faced with the challenge of a representative who seems to be doing the right things but yet isn't making sales. This is the strategy that will help start your people out on the right foot and how to diagnose why someone isn't selling. 1. Know it! Lead the way! A sales leader … Continue reading THE 5 Reasons You Aren’t Making Sales!
Overcoming Sales Objections
The Objection Wheel Overcoming objections in a sales presentation is an art and finely honed skill. Most sales people fail to develop this skill sufficiently. Some very good sales people rely on their charm and charisma to help customers overcome their objections however don’t realize why they are even good at the skill. When developed, … Continue reading Overcoming Sales Objections
Same Time Every Day, Nothing Gets in the Way!
I met with my children last week and asked them to write out their goals. It was such a fun exercise because my children surprised me with their excitement and earnestness in setting goals. I had them watch this youtube video of Zig Ziglar talking about goals (http://www.youtube.com/watch?v=Ae-VJ_lauCw). Then I asked them to take a … Continue reading Same Time Every Day, Nothing Gets in the Way!
I am Just Not Motivated…
How many times have you heard that? or said it? The reality is there is a misconception about motivation. Most people, especially sales people, look for external motivators (income, incentives, awards). While those things can motivate for a short period of time, the results are fleeting. How then can we keep someone (or ourselves) motivated? … Continue reading I am Just Not Motivated…
Push the Rock!
There once was a man who was asleep one night in his cabin when suddenly his room filled with light and the Savior appeared to him. The Lord told him He had work for him to do, and showed him a large rock explaining that he was to push against the rock with all his … Continue reading Push the Rock!
Decide to BE!
As I carried my sleeping 4-year-old daughter (Now 8) to bed from where she fell asleep, I had an interesting thought. My little girl used to suck on two fingers to go to sleep. She had this habit from when she was very young, in fact nearly from birth. About 2-3 months before, I noticed … Continue reading Decide to BE!
Teach a Man to Fish?
Give a man a fish feed him for a day … don't give a man a fish and feed yourself. He is a grown man and fishing is not that hard. :0) It's the fisherman not the fish! Why is it that people always say those fish are smart? It is not true. Fish are … Continue reading Teach a Man to Fish?
Security vs. Opportunity or Freedom vs. Bondage
Several times in my life when I have been down in the dumps after a failed venture, I received advice from people close to me. They would say something like this. "Why don't you go get a real job!" I was typically offended by this remark in the moment, but I have come to understand … Continue reading Security vs. Opportunity or Freedom vs. Bondage
Don’t Be Almost!!
With 15 years in the direct sales profession, I have seen countless talented salesmen that just didn’t make it. They have one of the must frustrating descriptions in all the world – POTENTIAL! The phrase – Don’t be almost! – sums it up nicely. You and you alone have the choice to go beyond almost … Continue reading Don’t Be Almost!!