I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..
Coaching Against Price Objections
Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..
Keep Coaching
One of the mainstays of our company Sales Progress LLC is our in-depth coaching program "progress Coaching". We think its great but does it work? One of our clients called me and said "Not only are we hitting our numbers but I find myself coaching everyday!"
Networking Getting too Expensive? MeetUp!
Search Engine Optimize your LinkedIn
Search engine optimization is everywhere, we all know we should employ SEO on our websites, landing pages, blog entries, etc but what about our social media sites? Do they not provide just as much information about our company and qualifications as our websites do? With tons of content being added to online profiles they are quickly moving up in search engine results. Will your next customer be..
How to Make an Unsuccessful Sale a Good Learning Experience
Everyone has experienced the sales blues, when everything seems perfect and you are confident the sale is going to close until you hear the words, "sorry, we're going ahead with someone else." It is important that we take the emotion out of the sales loss and learn something from it, in order to learn from our mistakes and create more successful closes in the future. Always remember that you..