Making Money Mondays: Rid yourself of sales trash
Are you selling the way you were five years ago? Chances are good your results aren’t what they once were. Find out what’s not working for you and kick that …
Building Your Personal Philosophy for Success
Throughout my career as a sales person and as a sales trainer, I’ve noticed that the top 10% of professionals in this field all share a passion for what they …
Making Monday Moneys:Sales Mistakes Young Companies Make
Here are a three mistakes I see companies make in building their sales practice
What to be Aware of when Building your Sales Team!
While there’s no blueprint for start up sales success, there are certain consideration that every company should be aware of when building their teams. Check out my podcast and …
Making Money Mondays: The Secret Behind the Power of Testimonials
Testimonials are a powerful component in your sales arsenal. But why are they so effective? The answers are in the lessons taught by legendary businessman W. Clement Stone—a skilled salesperson who built what would one day become a multi-billion dollar empire, selling fire-insurance policies door-to-door during the toughest years of the Great Depression.
Call Me Back Next Month! Putting an End to the End-of-Quarter Blues
Seeing as this is the end of another calendar quarter, I suspect many of you may be feeling what I like to call the “end-of-quarter blues.” On the one side, …
Recongnizing Sales Excellence
I always love to promote business with excellent sales practices. This time kudos goes to www.savvyselections.ca
New Global Consulting Group Provides Dramatic and Diverse Capabilities (and includes yours truely)
A new network of outstanding global consulting practices, Summit Global Network™ (SGN), is providing outstanding results to hundreds of clients in dozens of countries. Founder Alan Weiss, PhD notes, “We’ve formed a coalition of longstanding, highly respected consulting practices with offices in over a dozen countries to bring the best practices of the entire body to bear on the individual client needs of any one member.”
Money Making Monday: Overcoming Price Objections
Price is the single most common objection encountered by salespeople, but it doesn’t have to be a deal killer. Here are five field-tested ways you can skillfully handle price objections.
Get the Power of Word-of-Mouth Working for You
Building great relationships with clients is a cornerstone of a successful career in sales. Achieving this means more than just a benefit for your customers in knowing that they can count on you for the very best in product knowledge and advice, plus after-sales support. You stand to gain as well when those satisfied customers tell their friends and colleagues about you. Referrals have a unique capability in that they have the potential to generate new clients for you without you having to seek out those clients first.
The SAC® Release: Consultants Highlight Priorities in Risk Assessment
“For virtually any business, big or small, nothing creates more anxiety than revenue risk,” says Colleen Francis, founder and president of Engage Selling Solutions (www.EngageSelling.com), a North American-based sales consulting company.
“Are we going to make our numbers? What is the forecast upside? Or worse, the downside? No one likes surprises at the end of a quarter or year. Luckily, steps can be taken to reduce risk in sales and accurately predict revenue flow. When a disciplined pipeline process is applied to sales, risks can be identified quickly and mitigated so that sales targets are routinely achieved. It takes a rigorous review and mitigation process, but the results will speak for themselves.”
Money Making Monday: All business is personal
It’s a timeless adage that all business is personal, and yet it is overlooked by many in business today. Go back and read what people like Zig Ziglar were teaching forty years ago. He recognized, as I do, that there is immense potential in the power of goodwill and on having a personal approach.
