Great performance in any field is the result of intentional preparation and practice. As a sales professional, how and when do you prepare and practice? Is it five minutes before your Zoom call or, in your car, in the parking lot just before a meeting. This is...
How do you deal with objections? You may have spent time memorizing responses to convince a prospect that their objection is wrong. If only they would listen to your well-rehearsed response. This old school approach, while it may work sometimes, leads to...
What are the best tips you have heard for closing business? Having facilitated or participated in scores of sales training sessions, an observation is thatmany attendees are there to gain insight, or tips, for closing business. The actual answer isprobably not...
What is your plan to hire and retaining the best employees? 2 tips for finding best fits. Start with your Mission, Vision, and Value If a candidate doesn’t align with your mission, vision, and especially your, values, it is hard to imagine a fit. What...
When selling are you authentically you? 5 Tips for fighting complacency and improving in sales.
How do you get to the next level as a sales professional? Maybe you have children, and you are teaching them something? Children think of “advancement” as getting to the next level, like the games they play on the computer. I have been teaching my son to cook and he...
Are you missing an opportunity by “abdicating” as a leader? There is much written on how to be a good manager/leader. One of the best is the “Leadership and the One Minute Manager” by Ken Blanchard. This 110-page book is full of priceless wisdom for a...
Being a manager is a whole new ballgame, right? Many new managers start out thinking, “I havebeen successful so I will just teach what I have done.” This approach sets up a dangerous paradigm of a “push” mentality where you constantly “tell” people what to do. ...