A New and Distinctive Tool For Your Sales Processes! I have been waiting for new electronic sales tools to arrive and they have finally made their way to the marketplace: video email, live video broadcasting, and video training blogs! These sales tools work with all the following devices—and the number of compatible devices is growing by…
Think about the following sales situation for just a minute: You’re in pharmaceutical sales. You’re going into a medical facility. You know this medical facility has two gatekeepers. You also know that in the reception area…
Recently I received the following message from a student who is quick to implement what she has learned in her sales coaching sessions. The appointment that is described in this article is what happened in her words…
When I began my business career, little did I know that over a span of thirty years plus would I find myself writing a how-to article on the power of becoming an Unconscious Competent, a powerful methodology that when applied…
We always need to be looking for ways to work better, faster, more efficiently. Every salesperson, every sales manager, every sales-related company is 70% inefficient unless they prove to me that they are not. So how do you achieve 100% efficiency?
Whether it is for financial services or a countless number of other industries, nearly everyone has an incumbent agent or company that they have an established relationship with…
Steps To Referral Program Sustainability With this and any referral program, what you need is a program that is so simple and systematic that when you set it in motion, it requires ZERO thought and only needs to be revisited once or twice a year for minor refinements! I received a question from a coaching…
Four elements help you close the sale: Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale—perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and…
Listening to thousands of in-person presentations and phone calls since the mid-1990s has taught me that voice inflection is not something that salespeople get trained on, despite its importance. Neither sales managers nor salespeople pay attention to it. Yet it is extremely important in the sales communication process, particularly in building intimacy with people, regardless…
Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always…
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