Sales Training
Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the…
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Q. I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? A. This is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change in your results. Too much good quality sales time and talent is squandered on…
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91% of Baby Boomers and around 79% of Generation Z believe that informed store staff makes in-store buying more appealing. In any sector, from retail to real estate to SaaS, knowledge is a strength. Representatives’ marketing efforts can only expand as far as their insight and know-how allow, and product knowledge is the foundation. So how to train sales…
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According to a Stanford University longitudinal study, more than 70% of relationships end during the first year. Anyone who’s ever spent a significant amount of time in the dating world is probably not amazed by these stats, but what stands out from the research is how fast those breakup rates diminish over time. Forward to five years in a…
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To grow your business, you must develop the discipline to adhere to certain regular practices. The first of these is investing your time in your business in a methodical, regular and disciplined way. Growing your business is not the result of a one-time event. Growth is the result of disciplined, methodical investment in proven practices and habits. A business is a…
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That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by your salespeople. Why is that important? Because you are in it for the long run. You don’t want to just sell…
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Question: Dave, I’m wearied by the preponderance of books and business advice by all these sports coaches. What’s your opinion? How many different coaches do we need to hear from? Is sports coaches’ advice to sales people worthwhile? Is it another example of our infatuation with sports and the desire to bring that into our own lives? Answer: What a…
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This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them. “What kind of person should I look for,” he asked, “in light of the recent and radical changes in the economy?” While his need…
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It’s 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That’s the question I have asked innumerable distributor salespeople. Unfortunately, the answer too commonly is, “Because it’s Tuesday at 10 AM.” In other words, the salespeople who answered in that way had not stopped to consider whether this call was potentially worthwhile…
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Which of these issues are worrying you these days? Keeping the good salespeople you have? Motivating your salespeople? Stimulating your salespeople to become more productive? Attracting good quality, new salespeople? If you are concerned about any one of these issues, you are not alone. These are near the top of almost every businessperson’s list these days. With good reason. If…
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