24 03, 2017

How to Overcome Sales Objections

By | 2017-03-24T11:38:50+00:00 March 24th, 2017|Sales & Marketing|

Once on a sales call when the prospect stated what I took as an objection, I paused. While I attempted to piece together my rebuttal to his objection, the prospect interjected. He told me he’d been in sales most of his life and he had a piece of advice for me. He said if I [...]

18 01, 2017

Under Promise and Over Deliver? How About Just Keeping Your Promise

By | 2017-01-23T09:48:21+00:00 January 18th, 2017|Sales & Marketing|

For years I’ve preached not to over promise and under deliver, and I stick by that. However, purposely under promising to over deliver isn’t a good marketing plan. If you purposely under promise the likelihood that you’ll lose sales is guaranteed. Any competitor who can offer your client more than your under promised plan has [...]

29 12, 2016

How to Set Scientific Sales Goals for 2017

By | 2016-12-29T10:06:12+00:00 December 29th, 2016|Sales & Marketing|

It’s the time of year when people think about goals. Business people discuss monthly, quarterly, and year-long goals for the coming New Year. Salespeople look at potential new business and outperforming last year’s numbers. But what are realistic sales goals? I’ve said before You Cannot Do a Goal You Can Do Activities. To set a goal [...]

9 12, 2016

How to Keep Selling During the Holidays

By | 2017-01-23T09:48:24+00:00 December 9th, 2016|Sales & Marketing|

If you’re in sales, it’s easy to fall into the trap of getting away from selling during the holidays. The problem is that this trap not only affects your production as the year comes to a close, but it can negatively impact the first quarter of the New Year. Slowing down during the holidays means [...]

8 12, 2016

Is it Okay to Wish Your Customers Merry Christmas?

By | 2016-12-08T10:39:56+00:00 December 8th, 2016|Sales & Marketing|

Isn’t it a little sad that marketers have to be concerned about offending clients if they wish them a Merry Christmas? The truth is whether your business shares Merry Christmas or Happy Holidays you might offend some. However, the facts are that more people use Merry Christmas than Happy Holidays. So, is it okay to wish your [...]

16 11, 2016

Body Language Is Language’s Punctuation

By | 2016-11-16T09:53:04+00:00 November 16th, 2016|Sales & Marketing|

Words alone are only part of any face-to-face communication. How we stand and sit punctuates the words we share. By being aware of your bodies signals, you can avoid sending unintended messages. And you can improve the message you want to send. Don’t be Defensive Defensive body language affects communication. It’s difficult enough to communicate [...]

7 10, 2016

How to Keep Clients Happy in this Day and Age  

By | 2016-10-07T13:12:45+00:00 October 7th, 2016|Sales & Marketing|

Does the world seem to be speeding up? Is it because I’m older or are things faster than they were 10, 15, or 20 years ago? The pace of new information is nearing light speed. Does the ever increasing access to information make society more likely to switch loyalties to the next greenest grass? Is it more [...]

23 09, 2016

10 Tips for Phone Sales Calls    

By | 2016-09-23T10:32:05+00:00 September 23rd, 2016|Sales & Marketing|

It used to be that the telephone was one of the few, and best options to contact customers and prospects. In today’s business climate people have multiple communication choices: email, text, social media, facetime, and phone sales calls. Wait I forgot snail mail and fax. What’s Best for You May not be Best for Everyone [...]

24 08, 2016

10 Tips on Motivating Salespeople

By | 2016-08-24T08:01:49+00:00 August 24th, 2016|Sales & Marketing|

I’ve spent more time managing sales teams than any other activity in my long and varied career. When I first became a sales manager, I was a good salesperson but a crappy manager. Although I tried, I wasn't effective at motivating salespeople. I managed people like projects; as if they were all the same, not [...]