Have you wondered why your telemarketing team never provides you market intelligence? They provide orders, good repeat business, but you never seem to be ahead of the competition? Do you find yourself competing at the commodity level, and not at the premium level? There is a theory about …
salesmanship
The Goldfish Principle
In the year 2000, the average attention span of a human was 12 seconds; in 2015 it was measured at 8.25 seconds. During that same span, the average goldfish had maintained their attention span at 9 seconds. By keeping the goldfish principle in mind, it will help you in all of your …
69 Ways to Win!
All of us are selling something, and we are always selling. You might be trying to negotiate a raise. You are trying to sell the benefits to a vacation home on the lake to your spouse. You get stopped for a traffic ticket, and you are looking for a way to win that argument. Yes, we have all …
Increase Productivity by 43%
Research from the Hay Group shows that 71% of the workforce is either “not engaged” or “actively disengaged” from their work. When asked, these employees mention money as a root cause as #9 on the list behind things like; Recognition, Flexibility, Training, More Challenging Work … and so on. So, …
Ziglar Training 40% Savings!
To any and all that read my blog ... As a Ziglar Legacy Certified trainer, I am offering my blog readers an additional 20% off if they sign up before the 24th of October to my next event. Normally priced at $119, I will honor a very temporary price of $79 if you sign up via my email address and …
Tip: Hard Work is Irrelevant
If you could design the best compensation plan, would it be based on hard work, or output? I once heard a story about a locksmith. During his apprenticeship, he would take hours to work on a project. His customers would come and see him pour his heart and soul into his work. Quite a few would …
Tips: Beating Procrastination
Most of you are self-starters, highly motivated professionals, that believe in the art of planning and getting things done. But, I would bet that many (if not all) of you, have a growing list of things that haven't been completed. This doesn't mean you aren't motivated, it may simply mean that it …
Tips: Winning them all (even if you’re losing)
We can’t win them all, and when we lose – we need to do so with dignity. In PROFITS, Your Seven Letters to Success, I define what a Sales Professional is. I have heard from hundreds of you that this definition really applies to most any professional, be it an engineer, operations, or …
Tips: How do you measure your team’s motivation?
Some say that motivation is built into the professional sales person. That it is one of those intangibles people have or don’t. Sales Managers try rah-rah speeches, and wave money around as a motivator. Some of you determine that all sales people need to be recognized so throw a contest. …
Tips: Continous Improvement
So, what is it you need? You are a professional sales person. You understand your customer’s; needs, wants, & wishes. You know your company’s products, their features, benefits, solutions, and value. So, what is it you need? Its mid-January, and most likely you have had either an end of …