September 15, 2019
What Salespeople Need to Know to Hit and Exceed Sales Quota
January 15, 2018
She Didn’t Have a Sales Background
Casey called and left a message.” Al call me it’s very important”.
Casey was hired to cold call and close business. She was given 300 leads to call. After sixty days of multiple calls and messages, no appointment and no return calls fro...
October 12, 2017
Getting Past the Gate Keeper
Based on a survey I conducted, a number of years ago, I learned the average receptionist in an average company receives between one hundred to two hundred calls in a day.
The Unsung Hero
I learned from asking many receptionists that almost no...
October 10, 2017
I recently had a conversation with the president and owner of one of the companies we work with. During the conversation he told me about a specific project he was working on that would take six months to a year to complete.
Whenever I hear six months, three mont...
September 11, 2017
Sales people have a tendency to feel it is important to tell their prospects about themselves and their company.
In an attempt to build confidence in the prospect
The sales person will build a flowery preamble and believe it demonstrates how smart they are and how wonde...
August 29, 2017
Most Sales Professionals
Work very hard at hitting their sales numbers
Spend time with some prospects that do not turn into business
Think that it is to be expected
Invest time in networking with less results than expected
Want to do better and c...
It was early morning. I was sitting at the dining room table, the house was quiet and I am having a cup of coffee, thinking about what I want to get done this week.
A Review of The Past
A number of years ago I would get frustrated with all I needed to do,...
My client asked me to sit in on a sales call. Five minutes into the meeting I watched the sales person lose the opportunity. Guess Why
How many sales have you lost because you just talked too much?
How many people have you turned off because you talked too much?
My client asked me to sit in on a sales call. Five minutes into the meeting I watched the sales person lose the opportunity. Guess Why.