Skip to contentMost salespeople have a two- to four-hour block of time when they operate at peak efficiency. Their concentration is keen, their creative powers are acute and their ability to do more than one thing at a time is sharper. Try to pinpoint your “peak” time and schedule your most important activities within this block of…
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Let’s be honest: Do you really listen to what your customers have to say, or are you just catching your breath between questions? If that sounds a little too familiar, try counting silently to three (at a regular speaking pace!) every time your prospect finishes talking. This will give them enough time to gather their…
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Sales is a very stressful profession. Meeting weekly or monthly quotas that are designed to stretch their abilities keeps sales team members on edge. Throwing in some fun along the way can help the sales manager’s team remain motivated and keep their morale up. After meeting a really important sales projection, take time to celebrate…
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While past performance is not a guarantee of future performance, it is the best predictor. Sell your track record to the customer. Talk about your successes and the benefits your other customers experienced. But also talk about the problems you’ve encountered along the way and what you did to overcome them. Strictly talking about successes…
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Treat every person – including and especially the office manager or administrator -– with respect. Not only is treating someone with a lack of respect in and of itself inappropriate and unacceptable, it’s strategically foolish. If that person is the gatekeeper to the decision-maker, your disrespect will have just ensured that gate will stay closed…
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