One of the biggest complaints that most salespeople have is that their customers are only interested in price. These sales representatives go into a sales call, try to pitch the advantages of their product, and invariably their customer cuts them short and shifts it to a price discussion. The salesperson, in an attempt to salvage …
The word “service” means different things to different people. When I think about service, the first image that comes to mind is a waiter at a restaurant. When you feel that the waiter has done an excellent job, she is typically on the spot, anticipating your needs. Before your water glass is empty, she is …
One of our close friends once told my wife that she would hate to be involved in a negotiation with me. I took that as a complement. She mentioned that because she knows whenever I enter a deal, I always look to establish a strong position and to get the most value out of that …
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 …