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A Sales Program Millennials Can Love Purpose – The Heroic Salesperson Participation – an open system, inviting improvement Mentoring – one to one coaching to brainstorm, share wisdom Education – practical knowledge; selling which works Team Building – developing mutual respect, camaraderie and learning Social Media – capitalizes on social media skills To learn […]
The buyer says: “I’m good”, doesn’t want to even meet. You are frustrated, because your solution is ideal for the prospect’s long term flourishing, possibly even for survival. But the buyer isn’t even interested in what you have to say. Very likely he/she is buying the past, and you are selling a better future. […]
Sales training is usually essential to salesperson success. Ineffective training makes a bad situation – salesperson turnover – even worse. Yet, many companies obtain little or no ROI from sales training. Why? An essential problem is a lack of mindset training. To read the article, please click here.
For optimal business development, you need these 5 essentials: 1) The Proving Kit (1 minute) Please click on image below. 2) A standard sales call – a step by step selling procedure (1 minute): Please […]
You finally made contact with a prospect. You’ve been calling for weeks. You’re elated. Then, the prospect says those two words that drive fear into all our hearts: She says, “I’m good.” In other words, “I’m happy with my current resource, and I don’t want to be in a conversation with you.” Now what do […]
Do you have a “do or die” sales team? Take the Quiz, please click here.
At one declining business with which I worked, a sales manager reasonably saw his job as “managing the decline.” After all, the market was declining, so his sales should correlate. And sales did indeed decline, tracking the market decline. But this manager’s successor had a different idea; he decided sales would increase by capturing more market […]
All too often, salespeople are hired for only these qualities: industry knowledge – customers, products/services, competition Industry acceptance – gravitas, access This overlooks 3 critical selling forces for business development: Bold vision Bold behavior Effort – both quantity (do or die) and quality (strong selling process) To read the Forbes.com article, please click here.
You just presented your proposal in person. It was a great meeting. The prospect agreed your proposal was innovative and a great fit for the organization. You worked very hard to earn this business and are justifiably ecstatic. Now it’s a week later. You confidently call your prospect to learn the decision outcome. She immediately […]
Published on Forbes.com You just left a first sales call. You didn’t walk out, you floated out. The meeting was fantastic. The chemistry? Unbelievable. You couldn’t wait to share the experience with your peers. But then, you couldn’t reconnect with the prospect. He wouldn’t take your calls or respond to your emails even though […]