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 …
salesmanship
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 …
Tips: Keeping the Pump Primed!
We have all worked very hard to get where we are today. Some of us have gone to college and on to graduate schools. Others have had dozens of what seemed to be meaningless careers, until we found the one we are now successful in. We seemed to have reached a point, where we can coast a …
Tip: Rookie to Expert …
This week alone, I had to attach 3 old emails as references to discussions that were 5 years or older. True, I was lucky, I kept copies on my hard drive of certain documents, and let me tell you, I would rather be lucky than good! Each of those mails saved the principal a lot of money, …
Tips: Make Every “Pitch” Count
I love baseball. I watch a lot of baseball. I watch in person and on TV. In my humble opinion, baseball is symbolic to life itself. Every day a game is played, thousands of decisions are made, and each one of them affects the outcome. From the pitcher and catcher deciding what pitch to throw, to …
Tip: How Best to Get Ready for Vacations!
This coming Monday (27-May) marks the unofficial beginning of summer. With Memorial Day we see the end of another school year, summer vacations and holidays, long weekends, and the normal summer slow down. For those of us that live in the Midwest, the summer season is met with a lot of …
Tips: Pick the Phone Up!
I’m sitting in my office and “ding”, the email icon appears, and for one time in my life it’s my only unread email in my inbox, so I quickly scan it and see it’s from a buyer asking something pretty simple. Knowing she had just sent this, I picked up the phone and called her… straight to …
Tips: Finding the Best Sales Tools
As a professional sales person, we are always looking for ways to get better at our profession. There are numerous tools available for sales people out there. From Smartphones, Software, Hardware, Aps and whatever else, there are a plethora of tools available. What most people fail to do, is to …