On Thursday morning Jill opened her e-mail and found the following messages in her in-box.
Jill, I am going to be out of town on business tomorrow and won’t be able to keep our scheduled appointment. I will e-mail you when I am ready to reschedule.
Thanks very much.
Stephanie
Jill, We are on some temporary cut backs through the end of our fiscal year, Read More »
I was sitting at the airport and a young mother with a little girl sat across from me. A few minutes later a middle aged woman sat next to the little girl and as soon as she settled in she asked the little girl, “how are you?” “Fine,” the little girl said. The woman then asked the little girl if she was going to ask how she was. The little girl said “I’m not interested.”
We may think that’s funny, however, that is exactly what we expect our customers to do. Be interested. Read More »
The ratio of extraverts to introverts in our nation is 50.5 to 49.5 percent. So why do sales trainers assume that every customer is extraverted?
Extraverts like to engage you verbally, believing that dialog produces superior thinking. Consequently, the best way to keep an extravert thinking about your product is to Read More »
Before you can help a potential client make a decision about owning your product or service, you must have certain knowledge. This knowledge will give you power in the selling situation because knowledge is power when properly applied.
So, what knowledge is it that you need? Read More »
No matter how smart you are, the current economy has made it harder to close sales. It’s like trying to hit a home run in baseball and discovering that the pitcher doesn’t have to throw the ball right in front of you anymore.
Swing the same way you used to and you’ll Read More »
I was working with Shelly, one of my success sales coaching clients, and she asked me “What should I be doing so that I can start the week off with a bang?”
“What do you mean?” I asked.
She explained that each week her Read More »
What’s the one thing each small business owner or entrepreneur needs to build their small business?
The answer is Read More »
Many sales people have a Profile on LinkedIn and some connections. However, most of them ask themselves: what can I actually do with it? How can I use it to increase sales?
Here’s why it’s important for sales: Read More »
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 »
