Resources for Leaders and Sales Professionals Ready to Put in the Work
Being Coachable
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 Difference between Attributes and Skills
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...
Role-Playing
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...
Finding Happiness in Practice
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...
Perceptions and Reputations
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...
Small Talk
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...
Communicating Your Vision
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...
The Golden T
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 Economy between Your Ears
You don't need to turn on the evening news to know how uncertain it is out there. No one can be sure about the economy, about the upcoming presidential election, or about how the Supreme Court will rule on the Affordable Care Act. You can't be certain about those things...
The Sales Leaders Playbook
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