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...

August 29, 2017

Sunday Morning

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,...

August 29, 2017

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?

The Golde...

August 29, 2017

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?

The Gold...

August 29, 2017

I have never believed in New Year’s resolutions only because it smacks of doing a course correction once a year which we know just doesn’t make sense. Especially, if you want to increase your sales, increase your market share. Or, increase your close ratio and shorten...

August 29, 2017

How Can it Really Help You.....

  • Close more profitable sales

  • Close sales based on a value proposition and not price

  • Have a high close ratio

  • An efficient sales process

To achieve the above one must be Sales Single Minded. But what does that mean?

To be...