Stellar Customer Service is easier and less expensive than you think

You don’t have to be in the Fortune 500 to build superior stellar customer service into your business. In fact, when’s the last time you called a Fortune 500 company for service and came away impressed with the service you got? The big guys have the resources to do whatever they want but, their size … Continue reading

CRM can help you get organized to be successful

Management gets a lot more out of CRM system if the sales team is using it because they want to, because it helps them sell more. And it really is just as simple as Mr. Misner describes.  As Bo Jackson said, “Just do it!” I hope its obvious but, to be sure its understood, I … Continue reading

Simply selling by believing

An article by Gary Jones on Sales got my attention today… Gary talks about changing your mindset to open up opportunities for sales success. There’s no question that we are usually our own worst enemies.  Our fears and doubts slow us down and cause us to overlook opportunities. Why is it soooooo difficult to … Continue reading

In the 21st century, Put Offs Are Your Friend

A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To end the meeting and move on with his/her day. Examples: •”Send me your brochure and I’ll get back to you” •”Can you send me your basic price schedule to review?” … Continue reading

Getting a prospect’s Pain over the phone

If you sell over the phone, you know that establishing trust and rapport over the phone can be a unique challenge.  When you’re not face to face, you don’t have the benefit of your winning smile, successful dress and empathetic facial expressions! To get a prospect to share their “Pain” over the phone requires trust.  This article posted … Continue reading

Sales Technique is about Organization

Typical sales people are not engineers.  They’re not detail oriented.  They’re right brained types, creative, impulsive and extroverted.   Sales people like to make things up as they go.  The take it as it comes environment is what attracts this type of person. This is a pretty common personality type among entrepreneurs too.  And so … Continue reading

The end of advertising as we know it

Well there it is! If you have anything to do with marketing or selling, you need to read IBM report, “The End of Advertising as We Know It”, I picked up on TechCrunch!   Its a validation of all the trends we sense in the industry with some fascinating stats and trend data. There’s a … Continue reading

Sales people wanted

Wow!  If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs…  Here’s an example posting. Its easy to get a bit myopic and assume that we (those of us reading and writing blogs) represent the majority opinion. Since beginning this blog, I’ve … Continue reading

The Ultimate Take Away

I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start “selling” me on his services and he … Continue reading

Never answer an unasked question!

I was working with one of my sales reps yesterday on a sales opportunity.  Very common situation, very common mistake, very expensive! The client is asking for custom work that we bill for by the hour.  So, we’re on the phone with the client and we’re estimating the potential cost for the custom work he’s … Continue reading