Blog

90% of Sales is Attitude

I was with a large distributor client a few days ago doing their all-day kickoff workshop. I spend about two-thirds of these sessions talking about mindset and positivity and optimism. Only about an hour to 90 minutes is spent on the technique, which is easy and lightning-fast and straightforward to implement. One of the audience…

Read More

Let The Competition Email

The competition sends emails. Let them. We will use the phone. In fact, the competition sends LinkedIn spam. Let them. We will build relationships. The competition sells from a distance, so as to avoid risking rejection. They sell to avoid making the customer angry. Let them. We sell to help the customer. We sell by…

Read More

We Must Demonstrate Interest & Care

We must do what we say we will do because so many people do not. We must be reliable because the competition is not. We assume they are, but they are not. We must pick up the phone proactively because the competition does not. We think our customers’ phones are ringing off the hook, but they are not. Nobody is calling.…

Read More

Money Lists

Over the last couple of years, I’ve observed that almost no salespeople keep lists of high-potential customers and prospects to call; quotes and proposals outstanding to follow up on, and products and services to offer. These are three critically important lists, and I’d estimate that maybe five to ten percent of all salespeople make them. We need…

Read More

Top 5 Reasons You Should CALL Your Customer And Prospects

Here are the top five reasons you should call your customers and prospects: One: They will buy more. Right now, as you read this, your customers are buying things from the competition which they should be buying from you. In fact, they’d like to buy it from you. Give them the chance to do so. Two: Your customer will…

Read More

This Year Ask for the Business

As the old saying goes, you can’t win the business you don’t ask for. There have been many moments in my life where I’m ready to buy, and the seller doesn’t ask me to. So I don’t. Sometimes, I have to try to chase the seller down to give him or her my money, and…

Read More

My 2019 Hopes & Wishes For You

On this New Year’s Eve, these are my 2019 hopes and wishes for you: May you understand and believe in your value as much as your customers do. You improve their lives and companies. They know it. In 2019, may you know it. May you use this understanding as the foundation and fuel for being confident, optimistic,…

Read More

Selling In a Slowing Economy

I am not an alarmist. In fact, if you’ve spent any time with me, you’ve probably noticed I am relentlessly positive and particularly when it comes to the mindsets and techniques of sales. However, our economy is turning a corner, and the environment is changing. As such, for many of you, sales will change. For evidence…

Read More

Send Value to Customers and Prospects

But will people still subscribe? But I HATE getting all these newsletters. These are two of the common lines of discomfort-resistance-fear-procrastination I hear when telling clients that as a part of my revenue growth program we will be emailing their list of customers and prospects weekly. That’s right, every week. But we only email every…

Read More

Year-End Revenue

During a web meeting where customer-facing staff discuss technique and successes with the sales actions in our revenue growth project, one outside salesperson recounted this simple but powerful story: Following our all-day workshop where we discussed in depth the importance and power of following up on quotes, he started printing outstanding quotes to take in…

Read More