This is a question a lot of readers have, so it may be helpful to answer it again. 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; but…
“I obviously take a lot of pride in what I do on the football field, because that has the ability to influence a lot of people. That puts smiles on people’s faces. That gives people a pep in their step on Monday morning when they go back to work.” – Drew Brees Is this an…
So said Yogi Berra. I hear he said this when giving directions to his home. Both paths led to his residence, so it didn’t matter which was taken. Taken on its own, the advice sounds absurd, which is why it’s remembered, but there’s wisdom here for the sales professional. Asking questions is sort of like…
1. Every year quota will go up, just like your pay if you are doing the right things. 2. Increase in quota is not a punishment for success; rather it allows companies and teams to grow and be successful.
Do your failures get you down or make you feel that long-term success is out of reach? Consider what basketball legend Michael Jordan had to say about his own failures: “I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot…
A software manager, a hardware manager, and a marketing manager are driving to a meeting when a tire blows. They get out of the car and look at the problem. The software manager says, “I can’t do anything about this – it’s a hardware problem.” The hardware manager says, “Maybe if we turned the car…
If your product or service is right for the prospective customer, then don’t hesitate to ask for the sale. Really, though, you should be implicitly asking for the sale throughout. How so? Because you’re helping the prospect through the process of consideration, i.e., considering whether or not to buy from you. If you’re acting as…
The job of the sales professional is to help each prospective customer make the decision about what is best for him or her. You’re not to leave the choice to them, and you’re not to take the decision out of their hands with some manipulative trick. You’re there to help the prospect through the process…
A salesman was demonstrating unbreakable combs in a department store. He was impressing the people who stopped by to look by putting the comb through all sorts of torture and stress. Finally to impress even the skeptics in the crowd, he bent the comb completely in half, and it snapped with a loud crack. Without…
Therefore, it’s a good idea to remember the sound advice of Stephen R. Covey when speaking with your prospects: “The little kindnesses and courtesies are so important. Small discourtesies, little unkindnessess, little forms of disrespect make large withdrawals. In relationships, the little things are the big things.” As I like to say, treat every prospect…