Timing is everything it is said and whomever said it wasn’t kidding. Most of the time if I’m coaching a client through a “crisis time” they need to overcome a sales obstacles that’s usually linked to their staff, their management or a set of circumstances that may be common but is extraordinary to them. Today, […]
It seems most of what we get evaluated on is what we do but as often as not the critical “x” factors in our success is what we didn’t do. Did we know what we should have or could have done to make a difference? Were we aware there was a must do that we […]
Isn’t the dream of every seller to answer the phone and take the order? Or peruse the inbox and confirm all the credit card payments streaming passively from your web site or brilliantly composed social media strategy? What’s not to like about passive sales? We all want them and it’s probably fair to say most […]
Why isn’t my business getting the results I deserve? Why aren’t I making what I should be making? Why is hard work so frustrating? What’s wrong with my team? What’s wrong with me? All good questions we hear a lot when success is elusive. Sometimes we’re sure we know the answer about what needs fixing. […]
There are many traits that lead to success in sales, one can argue their rankings as variable, industry relevant, male or female, for new or experienced sellers and there are as many ways to add, slice and prioritize as there are traits to have–or not have. To the extent a salesperson, business owner or […]
I had a recent client find his Eureka idea, “I had no idea how much of sales is about psychology.” I’m happy to quote the father of my former franchise David Sandler who said that selling is a Broadway play performed by a psychiatrist. Sales professionals have long known, by training or by instinct […]
Before you pick a definitive argument for which side, art or science, more greatly influences success in sales let me assure the answer is yes! Cop out? Of course, but let me make a case. First though, let’s define professional selling in the broad view, it goes beyond what someone with a Sales or Account […]
Even though you still haven’t vacuumed the beach sand out of the back of the SUV and there’s still a few sprays or squeezes of SPF left in your sunscreen you know summer is coming to an end. The days are shorter, colder and the work you procrastinated away all summer long has piled up, […]
As we come out of the Summer many of us face a “get back to business” pace that may have relaxed for vacations, time with family or business seasonality. That makes September a perfect time to evaluate where you are in your year and plan now for how you will meet, exceed or redirect your […]
