I remember going to a mandatory personal development seminar long ago, one that I benefited from greatly. Yet, I can’t deny my first thoughts about going…As soon as I am notified, I’m thinking, “After 12 hours of working deals and putting out fires, I have to...
First, I’ll preface by saying I have great admiration for managers, upper management and dealers. They are usually very intelligent, courageous, and have worked hard all of their lives. They are usually great stewards of the money and got where they are making a lot...
Whether called Product Specialists or Salespeople, how would yours do selling popsicles? Let me share a recent experience. I was so ready for a chocolate dessert the other afternoon and I was looking for the Yes, We’re Open sign at the ultimate popsicle store in town....
I would like to recommend a very important philosophy that you should incorporate into your daily sales regiment. The concept is called “One More”. At its heart, it simply means that when you think you are done, do one more. One more what, you ask? One...
It is my belief that these two questions need to be asked every time before leaving the customer to get a proposal from management. Next to the last question to ask the customer before getting up to go for desk assistance: “Is there any additional equipment you want...
First off, I’m not painting all salespeople with a wide brush here. Face it, it may be human nature for some to lack the conviction when they have a good bit of doubt about the anticipated customer’s reaction to a proposal. I’m not insinuating that most...
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