Why are your salespeople living in the comfort zone? Salespeople, at least at the very beginning, are very motivated and hard-working. Then why so often do salespeople start living in their comfort zone? There are several reasons for this. Problem They sell enough and have created a residual income that coincides well with their lifestyle.
Top 5 Sales Hiring Mistakes We all feel like we know what our hiring mistakes are. So what are the top 5 sales hiring mistakes? “Joanne is leaving and I need someone for that territory! I need help do you know anyone?” A week doesn’t pass without someone asking about looking for a new sales
Brochures Don’t Sell, People Do THE SITUATION Bob was preparing for his first appointment with Mr. Winfred P. Smith , senior partner of the law firm Smith, Pennyworth, and Jones, one of the biggest, oldest and most prestigious firms in the state. Into the brightly polished briefcase went the oversized company four-color brochures – fourteen
Biggest Interview Fails Do you REALLY know how to interview? Most leaders are never taught how to properly interview for salespeople so these are the biggest interview fails. A Few Examples How would you present prospects and customers describe you as their sales representative? Describe a time in your company did not deliver on its
Never give up, don't quitWatch this video on YouTube Why is this the greatest motivational scene ever? Because we all think we do the most we can do. We believe we are trying our best, pushing ourselves but are we truly? This scene from Facing the Giants is as good as I have ever seen!
The 3 deadly sins of hiring salespeople The Situation; “Why don’t I have any success hiring salespeople?” This is one of the most popular questions I get asked. What are the 3 deadly sins of hiring salespeople? In my experience, there are very few rules that work for hiring salespeople that works with other departments.
What is your salespeople’s’ self-talk costing you and your organization? First, what is self-talk? It is what we say to our selves typically subconsciously about our abilities and our beliefs. It’s that inner voice. SO what is that self-talk costing you? You might not be aware that they’re doing it, but they almost certainly are.
5 Best On-Boarding Tips If I had a nickel for every time an executive said to me – “Great news – we just hired our superstar! He’s going to be fantastic!” Then, about 3 months later the same executive sings a completely different tune. “Oh man, he’s gone … he was terrible! He couldn’t sell
How bad are sales closing ratios? One of the things most salespeople, and their management believe is the closing ratio should be higher but have absolutely no idea how to do that. How bad are closing ratios? the answer to this is often the thing most people believe will solve their problem; call on more
Get out of your own way! Situation: So what does it mean to get out of your own way? Dana had been making a lot of sales calls, seeing many people, and enthusiastically presenting proposals during the past few months. She was pleased that her pipeline was full because she had so many proposals on
