You Are Going to Hear No. Don’t Believe It Means Anything. Your dream clients and prospects get hundreds of calls from salespeople. Your dream client has no way to know who is worth spending time with and who is not worth spending their time with. When faced with this dilemma, … [Read more...]
Sales 2.0 Still Doesn’t Replace Sales 1.0
June 11, 2010 By 15 Comments
This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [Read more...]
Three Rules for Dealing With Obstacles
June 10, 2010 By 1 Comment
Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. But there is an equally powerful polar opposite to the decision-influencer who views you and your solution favorably. This one views you less favorably: the … [Read more...]
How To Build Your Confidence in Sales
June 3, 2010 By 2 Comments
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
Written Sales Material and the Sex Life of Bolivian Bullfrogs
May 25, 2010 By 6 Comments
In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of our government. I was seventeen … [Read more...]
How I Learned to Shut Up and That It Isn’t About Me
May 12, 2010 By 8 Comments
My First Sales Job My first real sales job was working for one of the largest staffing firms in the United States. My territory was Los Angeles, California, where I lived so that I could front a rock-n-roll band (the pictures are on my Facebook page). The company I worked for … [Read more...]
The TSB Success Attributes Interviewing Guide
May 5, 2010 By 4 Comments
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
The Nurture Toolkit
April 21, 2010 By 3 Comments
The first rule of nurturing your dream clients is to treat them as if they already were your most important clients. Treat them as if helping them to achieve a better business result was already your responsibility. How do you treat your most important clients? Frequent and … [Read more...]
Four Reasons Your Key Accounts Are At Risk
April 17, 2010 By Leave a Comment
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to identify the behaviors in … [Read more...]
What You Cannot Control and What You Can
April 16, 2010 By Leave a Comment
You cannot control when and whether you dream clients are dissatisfied enough to consider your offer. You can control how much time you spend prospecting. You can control whether or not you have an effective plan for nurturing relationships over time. You can control … [Read more...]
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