Improve Sales Effectiveness
Q. How many appointments or conversations per day or per week should a sales person make in order to be successful? A. I have no idea. How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this point. Let me explain my first statement. I have…
Read MoreQ. I like the idea of setting goals for personal improvement, not only with my sales people, but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? A. Sure. This is one of my hot buttons. I believe that sales people should be continually…
Read MoreWe see what we look for and we don’t see nearly as much of what we don’t look for.
Read MoreIf you don’t instruct the sales people in how to do the thing that you are paying them to do, your results will be considerably less than spectacular.
Read MoreAre there tasks you do which you refuse to teach anyone else? Make the best use of your time by showing someone how to do something you do.
Read MoreThis is a Sandler Weekly Sales Tip from guest poster Shulman & Associates. The STORY: Nick sat in his company’s car at the nearby regional shopping mall. Seven o’clock at night, he glumly thought to himself, been on the road since this morning calling on people. Not one lousy sale, couple of nibbles, no closes. Nick had set out in…
Read MoreYou’ll need to move outside of your comfort zones, become a whole lot more strategic, thoughtful, and better at what you do, and do some things differently.
Read MoreListening is one of the four fundamental competencies of a professional sales person.
Read MoreOne of the best ways to make progress in managing your time well is to think in terms of becoming more effective, not necessarily more efficient.
Read More“How do I get the prospect to give me an answer when I provide a quote?” – a sales question and answer by Dave Kahle.
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