Get ready. Get set. Go! The hardest part is “get ready.” In sales, it’s known as “preparati
As a child you were taught to fit in. In school. In family. In fashion. And of course, fit in socially.
I was working with a sales team when a couple of the salespeople were complaining they were in a rut. In a rut, is another way of saying, “I’m not making enough sales,” with some other excuse attached to it. A rut, I said, is all in your head.
I’m getting my stroke back. This week I am in South Carolina on a self-imposed writing retreat. While most of my day is spent writing, I decided to take this time away to get back to my favorite sport…tennis.
What are you thinking about most of the time? How often are you thinking strategically about your business, your sales, your clients, your future?
Many people in sales want to believe they help the client. Well, here’s a secret – the best salespeople are helpers. The best salespeople care and are genuine.
Don’t you hate when a server looks like they’re paying attention, but then they deliver the completely wrong order? It’s the same in sales. What are you delivering?
Hiring new sales reps is a perennially difficult task. After all, salespeople are “people” people, good at making others feel engaged and energized. None of this means the candidate who’s just schmoozed you has the drive, grit, tact, intelligence, or discipline to be a top producer for your company in the long term. Nor does
How do you communicate? How do you know if your communication is helping you get what you want or hurting you?
REALITY: You can’t stop a storm or change the weather, or affect the outcome of your favorite TV sitcom. Rather than focus on what you can’t do, or the things going on around you – politics, the weather, traffic, or even your competition, focus on the one person who can make the biggest difference in YOUR world and your sales world: YOU.
Everyone’s looking for a happy ending. What people don’t understand is, if there’s not a happy beginning, there’s never going to be a happy ending.