Marketing Automation, Sales Management
An article by Gary Jones on Sales Motivation.net 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...
Lead Generation, Sales Management
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”...
Sales Management, Sales Training
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...
Sales Management, Sales Training
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...
Sales Management, Sales Training
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)...
Lead Generation, Sales Management, Sales Training
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...