When you give your team members instruction, tasks, and evaluations, what is your underlying intent? Are you making sure they are worth the money you’re paying them? If so, then you’re a manager. If, on the other hand, you are intent on 1) helping them develop their abilities and skills and 2) guiding them to…
Before going on a sales call, you must be prepared, but “being prepared” means more than having an agenda, the relevant information about your prospect, and whatever items you may need. Be prepared like a football star is prepared for the big game: scrimmage the call with a coach or team member prior to the…
August Turak highlights the traits he’s found it takes. Money quote: I often hear the argument that being coachable is a dangerous trait unless we are “certain” that we have the right coach. But while I am sympathetic, authentic change is a journey into the unknown, and a journey into the unknown is by definition…
To be a successful sales professional, you need both the relevant attributes and the pertinent skills. What’s the difference? Attributes are those talents with which you’re born. You have them or you don’t. They’re what you are capable of, so you may not realize all of your attributes at a certain point in your life;…
Don’t think role-playing is the property of geeks; it’s an effective method of team practicing, and it gives sales leaders a sense of each team members attributes, skills, strengths, and weaknesses. All of these come into play when sales professionals practice. Brainstorm some situations you know your team members will face at one time or…
As you may know, I stress the importance of sales leaders and professionals practicing, but the idea is not mine: it goes back thousands of years. The ancient philosopher Aristotle wrote scrolls about how practice was important to finding happiness in life. According to him, when people make a habit of good actions under the…
There’s an old Farside comic about a slick salesman who’s successfully sold refrigerators to Eskimos in the frozen plains. It illustrates a common perception about salespeople: that we’re swindlers, dishonest manipulators who convince people to buy items they don’t need. Unfortunately, there’s some truth to this perception. Some salespeople are mischievous and dishonest. They will…
Brett Nelson explains how small talk can have a big impact on your likeability. Worth keeping in mind, but remember to be yourself. Don’t scan a prospect’s office to find something to relate to, for example–you’ll end up with small talk that sounds forced and insincere. Instead, be open about your interests and inquire into…
If you’re a business leader, then you mostly likely have a business plan, a vision for your team or your company. Don’t have one? Put one together. Interact and converse with the members of your team and other business leaders. Discern where you want to go and how you plan to get there. If you…
When you finish with an in person appointment, where do you go from there? If you answered “Back to the office,” then you’re missing out on a great opportunity. Give yourself some extra time to visit three businesses that neighbor the one you just had an appointment with. Look around the block–what do you see? …