This was a question presented to me by a client. I really had to take a step back and think about it for a minute.
New Podcast Series: Always Stay Positive
We have launched a new podcast called Always Stay Positive. I believe an attitude impacts our ability to learn, work well with others, help customers, etc. this podcast is dedicated 100% to providing various techniques and strategies to adopting a really powerful and positive attitude:
Selling Pencils Is Not Easy
Okay, I hope I have your attention with this weird title but selling still needs to get to the basics. Recently I encountered a really interesting interaction with a client's sales person. I asked the rep "Why do you feel you lost the deal?". He started to tell his product was perfect for the client and he seemed almost at a loss to why. I asked him a great coaching question "what problem or..
Training is Tough ... We Need Help!
I was talking to a client the other day and she and I had a great conversation about training. We discussed how to prepare properly, how to make the content relevant to learners, how to make sure managers coach back in their departments, etc. We talked out loud how much work goes into making training relevant and impactful. Getting in front of people and delivering is one element. Designing and..
Success is a Choice !!!
Success can ONLY occur if you make a decision thats what you want. Recently I met with a sales person at a client site where he continually demonstrated how he had not yet made a decision to be successful. Here is an audio narration of that dialogue:
Handling Price Objections Will Be Critical in 2011
The economy is coming back and now we may have the urge to raise prices or say no to price concession requests from clients. We have to be careful.
The NEW Role of Employees Can Expand if Coached !
The role of today's employee should and must change. This audio link will teach you three unique opportunities for all employees to help the bottom line of your organization:
Own Your Sales Success & Challenges
Are you successful when you hit your goals as a sales person, but not responsible when you don't? We have to own our goals, successes, and even our failures to truly become great sales people !
Great Training & Marketing Tool: Video Email
I have been using a really cool little video email tool for both training and marketing: