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Answer Upon - If You're in Sales - Stop Selling
Most salespeople are scared to death that their prices are going to be too high when they quote. But most often, price is a much larger issue among salespeople than it is among their customers.Of course, customers will tell salespeople that price is of primary importance to them because they are trying to get salespeople to cut their prices, but in the fina
He said, “Clayton yo
In my sort of business testimonials and referrals are the oxygen that powers the business growth. I try never to miss an opportunity to ask a Client, or a delegate, for a testimonial and similarly I always try to obtain three referrals from every Client I have.But why should that apply only to my sort of business? I'm sure we've all been in shoe shops wher
If you are a sales person, you are in one of the toughest professions out there. It has been said less than 1% of the population has what it takes to be successful in sales. Those are not great odds. But many of us are attracted to the sales arena. We are the modern day gladiators who face daily challenges, survive and often thrive. We like helping people; we enjoy the competitive nature and recognition that comes with being successful at what we do.
So how do some men and women rise to the top while so many others only dream about success?
Many of the top sales professionals I know have been fortunate to have had a mentor somewhere along the way who shared nuggets of golden advice. Many years ago my Regional Sales Manager made a statement one day that offended me. It also changed my life.
He said, “Clayton you
One of the most important principles for business success is to create awareness of your product or service. If you are an artist, a life coach, a public speaker, or a business owner, you must get the word out. The problem is that keeping your product or service in front of the public can be more expensive than ever.Another major problem is that we live in a
So how do some men and women rise to the top while so many others only dream about success?
Many of the top sales professionals I know have been fortunate to have had a mentor somewhere along the way who shared nuggets of golden advice. Many years ago my Regional Sales Manager made a statement one day that offended me. It also changed my life.
He said, “Clayton yo
Recently I was talking with Fred, a new manager, who said he couldn't win for losing. When he delegated and checked up, his employees would get annoyed, stubborn, and resistant, claiming he was micro-managing. If I don't check, he said, they don't do it. In either case, I'm not getting what I need, and what our clients need. Clients are complai
So how do some men and women rise to the top while so many others only dream about success?
Many of the top sales professionals I know have been fortunate to have had a mentor somewhere along the way who shared nuggets of golden advice. Many years ago my Regional Sales Manager made a statement one day that offended me. It also changed my life.
He said, “Clayton yo
1. Create brochures for your general practice and for each specialty or niche service.2. Develop or polish your networking skills and network with strategic professionals (referral sources) and/or members of your niche market.3. Develop a seminar or workshop related to your niche service.4. Have a monthly or quarterly newsletter and send it to
Many of the top sales professionals I know have been fortunate to have had a mentor somewhere along the way who shared nuggets of golden advice. Many years ago my Regional Sales Manager made a statement one day that offended me. It also changed my life.
He said, “Clayton yo
Do you own a boat or know someone who does? If you do, you know how expensive it is to have it dry-docked to clean the hull. It is a major hassle, too - facilities may not be available when it is convenient and you are out of action for the whole time. But, as always, where there is a problem that needs a solution, there is an opportunity to profit.If you li
He said, “Clayton you’re a good sales person, but you could be a great sales person.” As one of the top sales people in the region my ego was bruised. I went away mad that he would say such a thing. I considered myself a dedicated student of selling, I had been on many sales courses and my results were very good.
His statement rolled around in my head for the balance of the day and that night. I needed to understand his thinking. The next morning, I worked up some courage, not really sure what I would hear and went into his office to ask him what he meant with his comment the day before.
He asked me to sit, and began by telling me how pleased he was that I was on his team, and explained he believed his role was to get the best out of people. I tol
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