Know Your Customer: 4 tips for increasing your customer retention rate
It’s much easier – and more profitable – to keep an existing customer than it is to land a new one. Don’t believe me? Just look at the numbers. Research …
Learning from Mistakes. Even the big ones. Especially the big ones.
As a sales trainer, I spend a lot of time in front of crowds, and sharing stories is an important part of what I do. When I’m speaking with people, …
Leave Nothing to Chance, Part 1: How asking for the facts rather than relying on fiction will lead to more sales
To be successful in sales, it’s vital that to you are able to respond quickly and thoroughly to the needs, and often the objections, of your customers. For some, it …
Leave Nothing to Chance, Part 2: How asking for the facts rather than relying on fiction will lead to more sales
In Part 1 of this article, we looked at why it’s important in sales to become skilled at asking probing questions when speaking with your customers. With this approach, rather …
Looking Back To Plan Ahead: 4 Steps To Success Next Year
Regardless of when your fiscal year ends, January is a great time to start thinking seriously about your business goals, and your sales plan for the year. Of course, it’s …
Love the One You’re With: 9 Tips for Building Loyalty – and Commissions!
The number one goal of most sales teams is acquiring new customers. In fact, many of the teams I coach even have bigger budgets, more creative leeway and earn higher …
Make This Year the Year You Reinvent Your Sales!
Every January, no matter where you look—magazines, newspapers, TV—everybody talks about how it’s time dive in and get a "new you" makeover. Reinventing yourself ought to be about more than …
Make Your First Impression Your Best Impression: Crafting a winning opening statement
In my line of work, I tend to hear a lot of opening statements. Some I listen to during training or coaching sessions with clients. Others come from unsuspecting sales …
Making Practice Perfect: Changing the Way You Prepare to Meet Your Goals
When my brother was a kid, he went to hockey camp every summer. One year, he came home and told us that the coach was the most demanding he’d ever …
Making the Right Impression: The DO’s and DON’Ts of Presenting to Senior Decision Makers
When it comes to presentations, the two questions I’m asked more than any other are: 1) how to present to senior decision makers; and 2) how to use PowerPoint® or …
Maximize Your Profits Through Networking – Part 1: Do Your Homework
Have you ever admired (or perhaps secretly envied) those successful sales people who seem to have it all? They talk confidently with their bosses and peers. They’re as comfortable with …
Maximize Your Profits Through Networking – Part 2: Getting the Most Out Of the Event
I can’t begin to count how many times I’ve been at a networking event, and witnessed a "networking atrocity" that left me wondering what the heck the salesperson was thinking …
