An interesting sales challenge from one of our clients… I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan. Each CFO/HR VP said essentially the same thing: They loved my fiduciary notebook. They thought that I could best communicate to their employees about…
As I travel across three different countries working with sales managers, executives, business owners, and their sales forces, I find that sales managers and C-Level executives are very ill-equipped to recruit the type of salespeople they need to generate revenue and grow their business. Recruiting comes down to some very basic principles that I will…
In my extensive travels in three different countries working with sales executives, I find that many don’t have a plan. When you don’t have a plan, you are subjected to taking the path of least resistance. In recruiting salespeople, taking the path of least resistance typically means that you know somebody who knows somebody… and…
Let’s cut to the chase: a lot of you sales managers and sales executives have tons of experience, you know what you’re doing, you know what you’re looking for. But what I’d like to do is give you two very out of the box interview tactics…
We have our recruiting flyer. We have our career package. We’ve done all the right things. We’ve gone through thirty resumes. We’ve done phone interviews with the top ten candidates. We’ve identified the three people to interview. We’ve done the interviews. And we now believe we have found the one person. But there’s one more…
This is Business Coach Chuck with the “State of Sales Address” and tonight I’m glad we’re all here by virtue of internet communication in an effort to bring the sales nation together for some extremely important information as it relates to the state of sales. The sales world is changing. I am hearing from everyone—from…
What Causes a Client to Say “NO”? Lucky. Yes, lucky. I am lucky that on a regular basis, I get to hear various communications between salespeople and their clients. I remain amazed at how as salespeople we sometimes do not realize how our actions affect the client-salesperson relationship, especially in moving us towards or away…
A Powerful Way To End Phone Calls and Meetings I am asked many times during speaking engagements on what I do when I conclude a call with a client. Additionally, I do many “live chair-sides” where I am either listening to the sales pitch over a phone call and many times I do live one-on-ones…
One way to consistently “attract” business is through passive-aggressive communication techniques. Using these skills further advances intimacy with your clients and keeps you in touch with them. More importantly, you separate yourself from the masses of salespeople who do not use these types of skills. This module assists you and your team in mastering the…
My years of consulting with major companies have led me down interesting paths and into many fascinating experiences. Part of that fascination comes from watching individuals make career or business choices. Those choices have always fallen into two simple categories: positive or negative. In most cases, people usually choose negative choices over positive ones. Why?…
Business Coach Chuck Bauer works with companies and individuals to help them Work Smarter, Make More Money, and Take More Quality Time Off. To learn more, visit chuckbauer.com
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