Resources for Leaders and Sales Professionals Ready to Put in the Work
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...
Leaders: Practice Making Good Decisions
Being a leader means having to make the tough decisions. Sometimes you have all the relevant facts before you. Sometimes you have to take a shot in the dark. All of your decisions matter: for you, for your team, and for your company. How do you learn to make the...
Get to Know Your Prospective Customer
As sales professionals, we must accept that the service or product we are selling to prospective customers is likely not among their immediate concerns or even on their radar. You might be thinking that the right way forward is to convince prospects that they should be focused on what you...
Achieving Greatness
"Some are born great, some achieve greatness, and some have greatness thrust upon 'em." - From Twelfth Night by William Shakespeare While someone may be born into great opportunity or great riches, no one enters the world a great sales professional. Except maybe my children--they were asking the doctors purposeful...
The Sales Leaders Playbook
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