“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But, ask my mom & she will tell you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news… to her. Some people need to be toughened up. Some need life’s
4 Ways My Mother thinks this Sales Business Has Hardened Me Read More »
OK, bear with me. This one starts off a bit technical – then it’s all practical. EQ vs. IQ. Emotional Intelligence, or emotional quotient (EQ), is defined as an individual’s ability to identify, evaluate, control & express emotions. IQ, or intelligence quotient, is a score derived from one of several standardized tests designed to assess an
E.Q. vs. I.Q. (the difference is HUGE!) Read More »
Might seem like an odd question to ask yourself: Would you buy from you? Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself? OK,
22 Reasons You Wouldn’t Even Buy from Yourself Read More »
Here’s the set up: You met with your prospect. Doesn’t matter how many times. You did your needs analysis. You developed the solution & it’s great. You deliver your quote or proposal. The next day you call to follow up. Voice mail. A few days later you send an email. No reply. In a
STOP Feeling Like a Stalker in Sales! Read More »
A mentor once told me, the moment we stop prospecting for business is the moment we are out of business. Hurts. But it is so true. He went on to say that we didn’t have to like it – but we did have to do it. Stinks. But, also so true. Let’s get the
Hunting. Prospecting. UGH! Whatever you Want to Call it – Do it! Read More »
The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole
4 Signs You’re Taking Short-cuts in Sales Read More »
You’ve heard of the “school of hard knocks” – The painful education you get from life’s negative experiences, often contrasted with formal education. It’s reality. It’s when your parents used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day – & now it’s
10 Things About Sales They Don’t Teach you in School Read More »
There are not many things out there that apply 100% to every person you know. Here’s one: Nobody likes to be lied to. Period. Not one single person. It is a disgusting feeling. Do you know anyone that likes to be lied to? Didn’t think so. We (as people & as salespeople) want to be
Why do you Believe the Baloney? Read More »
It’s no mystery that our job in sales is to find problems: Uncover the PAIN. Get to the real issues. Dig deep & get to the root of things. This requires communication (questioning) skills. Questioning skills that allow us to have conversations about business problems. Again, business problems. Most prospects don’t pay money to
Don’t Want to Upset a Prospect? Join the Peace Corps Read More »
Why is it that salespeople (outside salespeople) are spending more & more time in the office these days? 3 reasons: Email Phone It’s easy Without question, the phone & email make it easy for salespeople to communicate with their prospects & customers. It’s a piece of cake to send a quick email. It takes no
3 Reasons Your Salespeople are Not Getting Out of the Office Read More »