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 …
salesmanship
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 …
Tips: Goal Setting & Focus
In a recent conversation with one of my principals, he was talking about an operational principle on the factory floor called the "Glass Wall". The wall is a realistic wall, and usually made out of plexiglass so you can see right through it. In this wall, he can visualize the process and …
Tip: Getting Your Message Thru!
With all the noise out there, are you trying to be louder? How can you have your messaging heard? What are you doing to be subtle? In my book, PROFITS, Your Seven Letters to Success, I write about the KISS method. Yes, it’s the simple age-old adage that we need to keep it simple stupid. This is …
Tips: Negotiation Position!
What is the one thing that every sales person would love to hear during a negotiation? Wouldn’t we all love to have the prospect say? “I need you, more than you need me.” It is really nice to have the power Dealing from a position of strength tops the list, doesn't it? All of the sales …
Tips: Best Negotiating Method(s)
This week, we are going to focus on negotiation. I am hoping that the 435 Congressman, 100 Senators, and the Executive Branch pay attention to what I am writing about because, what I see are hundreds of officials floundering and chest pounding, but no one is doing a reality check. Just look around …