Use this as a guide when coaching your sales people! You need a process and a plan, or you’re wasting your time!
At the age of 56, with over 28 years of sales experience, I have earned the right to call out the biggest challenge facing companies today: LAZY SALES PEOPLE! Don’t believe me? Google “sales training” and tell me how many hits you get! Somewhere in the vicinity of 950MILLION! MILLION! Why? Because the business landscape… Read More
As a certified practitioner of Neuro Linguistic Programming, I have found it to be extremely effective, and have used it as part of my training programs for years! With very good success! However, in todays “digital” and “socially connected” world, sales people need to learn another kind of NLP: Networking, Learning and Posting! Let me… Read More
Click to view this email in a browser 30 January, 2018 Are your sales people performing at 100%? If not, let’s fix that together! In todays world, there are winners and there are losers! And winners are constantly “sharpening” their sword! Learning. Experimenting. Seeking new ways to close more deals! Whether you are a sales… Read More
I am finally back in Hong Kong! The past four weeks have really been a roller coaster ride! From being inducted into the Friars Club, to having to put my mother in a long-term nursing home due to the deterioration of her health! Thank God, she’s all settled, and we got that done before I… Read More
The percentage of people that made up their buying decision before they even speak to a salesperson.
What type of comedy do the different DISC types enjoy? VERY HIGH D Ds can have a somewhat outrageous sense of humor. They enjoy pushing the envelope to gauge the different reactions they will receive from others. They aren’t afraid of being seen as ridiculous, so they often push the limits of what others may… Read More
Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos.… Read More
I have been working with sales professionals for over 13 years. And in that time, I can honestly say I have only met a handful of “uber” sales people. What do I mean by uber? People who can own a meeting, engage the prospect, question them until they really understand if there’s potential and finally… Read More