Jim called me because he was frustrated. He was sending out lots of sales quotes and sales proposals but very few of them were converting into sales. He was spending hours of time each day doing this, but making little money.
Jim’s company manufactures electronic components. Every day he receives three, five, ten or more incoming calls where Read More »
Brian, one of my consulting clients, and I were talking on the phone this past Friday. The conversation turned to how he motivates and inspires himself. He told me of three Tiger Woods quotes that he has taped to his computer monitor.
Tiger’s quotes are: Read More »
You know you’re onto something when your ideas are showing up in Scott Adams’ “Dilbert” comic strips.
For years I’ve been preaching that the telephone is a more effective way of selling than face-to-face meetings. Now my ideas are Read More »
What’s the “easy” way to make a living as a salesperson? How can I make lots of money without having to call on people? How can I get people to call me, so I don’t have to call them?
These are the types of questions Read More »
Sharon said she was ‘great’ when she’s in front of a customer – who is usually a referral. Her presentations were wonderful.
But if she were trying to reach that same person as a cold call by phone for the first time, her call would be a big-time bust, and she probably wouldn’t get the appointment. Her wonderful opportunity would be lost.
“What makes you so good in person?” I asked. Read More »
“What is your closing ratio?” is a question I ask of almost everybody I speak with. Nine out of every ten people I ask the question to say they don’t know. And the one person who does answer says something like:
* My closing ratios are 20 percent. or,
* My closing ratios are 40 percent. or,
* I close 80 percent of all my opportunities.
“What kind of statistical records do you keep?” I ask.
“I don’t keep any detailed records.” Is the usual reply.
“So how do you ‘really’ know Read More »
