Before going out and knocking down that first deal, it is crucial that every sales representative takes the time to develop a list of personal goals and objectives for optimizing their performance within their role. Although the primary objective for most sales representatives is to secure orders, there are many other objectives that are …
I spent most of my life in the suburbs of Chicago. Although downtown Chicago is still one of my favorite cities to visit, melding big business with top-notch culture and some of the best food diversity in the country, the congestion of the city did not make it an ideal place for us to raise …
One snowy January evening, I arrived to O’Hare Airport after a long week of travel. My car had already been shipped to Phoenix. As a result, I caught a cab from the airport back to our south suburban home. I have always enjoyed having conversations with taxi cab drivers. Since a majority of the cab …
– even intermittent willpower is OK, staying on it for periods better than not on it at all, accelerates progress to key personal objectives, schedule each category on your phone, set reminders When I first started in the business world, I was extremely introverted when in the presence of adults. I was hired into my …
When I woke up this morning, my thoughts immediately concentrated upon the opportunities that this new day would bring. Instead of hitting the snooze button, I jumped out of bed the second my alarm indicated that a new day was about to break. Many people wonder where I get the energy. They hear their alarm …
One of the capabilities that enable a salesperson to be perceived as being extraordinary is their ability to control that which appears to be uncontrollable. There are many factors within one’s business that are wrought with variability – on time delivery performance, pricing instability, and inconsistency of quality are just a few. The better a …
Improve upon your skill sets (computers) Find Interest in things you are not interested in When visiting customers, the one thing that is guaranteed is that information will be exchanged at some level. Even if you are stuck meeting with someone who wants you to do all the talking (see strategies for dealing with these …
Although talking on the phone comes naturally to many people (especially teenage girls), many people discount the fact that this is often the initial point of contact. What you say, and more importantly how you say it, can mean the difference between whether a customer places a future order with you or not. Nobody wants …
Telephone Tactics – Breaking Through Gatekeepers and Maximizing Impact Read More »
One thing that I have recognized while visiting and training other groups of sales representatives is that successful salespeople tend to have a great proficiency in dealing with either people, places or things. Some successful reps know everybody in the industry and excel at recounting stories about how they golfed in a monsoon with even …
Prior to every sales call that I ever made, I formulated and initiated a plan of attack. When armed forces go to war, their planning and strategy will make the difference between whether their tour is successful or not. For you, this is no different. Before any visit, you first need to analyze the purpose …