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Posts from the ‘Uncategorized’ Category

14
Aug

Shhhhhhh . . . .

quiet meeting
 
I never thought I would see the day that common decency would be a compelling differentiator for a salesperson, but I think it is here. 
 
The media has gone berserk on all sides and people are yelling and screaming at each other like never before.  Read more »

24
Jul

A Powerful Selling Lesson from an Unlikely Source

As some of you know, there is a movie out about Fred Rogers who created and delivered Mister Rogers’ Neighborhood for kids for many years on public television.
  
It is getting five star reviews across the board for its surprising and powerful story of the man and his life’s work.
  
At one point in the movie, when Congress is threatening to pull the public television budget, Rogers is asked to testify in front of a jaundiced congressional committee.  Read more »

17
Jul

5 Reasons Why Top-Performing Salespeople are so Special

Are you performing well on a sustained basis as a salesperson?
  
Congratulations! You are very special! 
  
Here is why:

  1. Less than 20% of the general population has the unique set of non-teachable personality characteristics to succeed as a salesperson.
  2. Read more »

10
Jul

Know Thy Customer

Your company probably uses some sort of CRM program like Salesforce.com, which is great, but I have a question for you. 
 
Besides logging in meeting notes, quotes and other business data, do you have a confidential place you establish and maintain the personality/emotional profile of your clients and prospects? 
 

  • What kind of buying personality do they have? 
  • Are they innovators or risk adverse? 
  • Do they like to get right to the point or do they like data? 
  • Do they enjoy forming personal relationships or are they suspicious of doing so? 

Read more »

26
Jun

The Customer is Back . . . Where He/She Belongs

Last week while traveling on business, I experienced something that, until recently, was a rare phenomenon at most restaurants . . . great service.
 
In fact, over-the-top service.
 
The hostess was smiling, engaging and actually made eye contact (as opposed to rolling her eyes since I did not have a reservation). Read more »

19
Jun

I’ll Get Back to You

Two good friends recently complained to me about the same customer service problem.  It goes something like this.

 
They each needed some medical attention.  They went in and the doctor checked them out.  They received some light meds for comfort pending further diagnosis/test results. 

 
And then . . . nothing.  No follow up calls, no emails.  Each of them had to do the following up . . . not directly with the doc but to administrators who had to dig through files before giving partial answers. 

 
I had the same experience buying a car recently.  Read more »

12
Jun

The Right Stuff

If you are a salesperson, and you probably are if you are reading this blog, you are an extraordinary human being.
 
I mean it. Research shows that less than 20% of the general population has the innate personality characteristics, that is, the aptitude, to become successful salespeople. In our search business experience, less than one in fifty people who apply for sales positions have the potential to succeed.
 
That is because selling is a particularly challenging way to make a living. It requires taking significant emotional and financial risk. Not to diminish other jobs, but while our counterparts in the office receive a regular paycheck, most salespeople are paid only if they go out and actually generate revenue. No sale = no check. Read more »

22
May

Lessons From the Big Guys/Gals

You know those incessant emails you get from retailers you may have purchased something from online? Maybe you bought a shirt and then week after week after week you are bombarded with promotions and sales information.
 
They can be pretty darn obnoxious . . . and yet . . . like it or not, they work! 
 
You see, the big marketing machines are playing a big numbers game. They know EXACTLY what percentage of those ads ultimately convert to sales, and the cost of bombarding us with those ads is justified by the return on those investments. Read more »

8
May

The World’s Best

People often ask me to talk about the best salespeople I have ever met. I like to tell them the following story.
 
A couple years ago, I was relaxing on a Saturday morning, reading the paper and enjoying a warm cup of coffee. Suddenly, the energy in the room changed when my daughter, Katherine, burst into the room with an ad she had pulled off the Internet.
 
“Dad! It’s here!”
 
“Huh? What’s here?”
Read more »

17
Apr

The Universal Constant – Relationships

I am privileged to have a diverse group of followers who read this blog, from different industries like Real Estate to Steel, Printing to Banking, Automotive to Insurance and many more. 
 
So as we move into quarter two of 2018, each person is focusing on his or her own market. Some industries are providing more opportunity than ever for immediate gain, while others perhaps requiring more patience, such as Commercial Real Estate or Luxury Automotive Sales.
 
The reason I bring this up is because I always want these posts to be realistic and practical. 
 
A salesperson who is grappling with selling office buildings when buyers are not currently active, doesn’t want to hear a bunch of rah-rah stuff about maintaining enthusiasm. 
 
What I can say, however, and what I will continue to write about with passion and conviction, are the universal things great salespeople consistently do, at all times, in every industry, to outperform their competitors.  Read more »