The Kole Hard Facts

Sincerity sells

I think this is a big question, and one that you need to answer from deep within. Think of it this way; if you were in the position of your buyer, would you buy from the company you represent? What ...

The end of the year is near .. are you frustrated yet?

Feeling Frustrated? Maybe it’s your Goal Setting   I heard a great quote today that lead to this blog: “the task of setting unrealistic goals, are the seeds of frustration and depression” Zig Ziglar If you are frustrated, ...
Are you in control?

Are you in control?

Control One of the main things we learn in being a sales person is that we must ‘control’ the customer. As a sales person, we need to steer a buyer into making the proper decision. Of course that decision ...

Are we confusing our sales teams?

“Get more immediate sales!” “Why aren’t you visiting that prospect?” “What have you done for me lately?” “Why haven’t you followed up on that trade show lead?” I think it is fair to say that sales people are the easiest ...

When is it time to FIRE a customer?

When is it time to fire a customer?   We all have been faced with a situation where we are dealing with a customer that we want to get rid of. Yes, I am talking about deliberately firing a customer ...

What are you looking for in a sales meeting?

What do you do after a sales meeting? I am just coming back from a sales conference in Europe, and I find myself wondering what is really different each time I come back from a sales meeting? Sometimes I change ...

Realizing the importance of lifetime value

Todays’ blog is about the lifetime value of a customer. I think I ran into the first instance where I was the customer using this discussion with a business owner recently. It is a great example of how someone in ...

Work or Play?

Work or Play?   It is coming up to that time of year SUMMER VACATION! Remember how it was to be a kid? Take off 3-months and have fun, not a care in the world, and when you ...

Leadership or Salesmanship?

Leadership or Salesmanship? When my son was a lot younger, I had a difficult time getting him to put his toys away. I would continue to tell him over and over again, to put his trucks away, take his ball ...