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Category Archives: Attitude
The Power of Listening: Unveiling Buyer Motives
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading
The Second Best Word you Can Hear is “No”
Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading
Posted in Attitude, Sales, Sales Development, Sales Management, Sales Training
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Accountability or Excuse Making?
What will you accept; when “Results are on the line?” Excuse making is: A plea or explanation offered in defense of one’s conduct Excuse Making: A release from obligation, duty, etc. ………A “pretended” reason for conduct “Every excuse that is … Continue reading
Posted in Attitude, Business Challenges, Coaching, Sales
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Sales Manager’s Corner: The Buck Stops Here
Sales Manager’s Corner THE BUCK STOPS HERE! Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable. As Sales Managers the “Buck Stops Here” lets your … Continue reading
Do you “Own the Owner”?
“Own the Owner” What’s necessary and even mandatory to win sales today? You MUST “OWN” the “OWNER!” It means…. We MUST know the “OWNER” of the project, the “owner” program, the “owner” of the decision…the “owner” of the expenditure—in order … Continue reading
Posted in Attitude, Sales
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The Optimist Creed
We often talk about attitude and beliefs. We’ve shared the data of the incredible impact that your childhood has on your beliefs and belief system. Today – there is so much negativity in this country in the news, politics, social … Continue reading
Posted in Attitude, Leadership
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Building Your Business: Leveraging your time and satisfied customers to create a Client Referral Network
Why don’t MOST salespeople get referrals? What stops them? Why do they conveniently “forget” to ask? REASON: The most common reason sales people don’t ask for referrals is FEAR. Fear of Rejection Fear … Continue reading
Trade Shows — “Come Back with Prospects, Not Just Leads”
Trade Shows — “Come Back with Prospects, Not Just Leads” Long days…sore feet… tired back. Sound like your typical trade show? To make the show worthwhile you’ve got to put in the effort. What better place to talk to and … Continue reading
Posted in Attitude, Business Challenges, Sales, Sales Development
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Attitude & Belief Systems
Is your team made up of go-getters who believe that nothing will hold them back? Or is your team made up of people who have the ability to only find why something won’t work? What gives the go-getters this seemingly … Continue reading
