Posted: October 5, 2017 | Categories: Leadership, Sales, Team Building

With online shopping steadily on the rise, retail chains nationwide are struggling.  As many face this issue, it is common that they turn to improving customer service.  I once heard someone say, “Success comes in what we do after we have done what we have been paid to do.”  In other words, go the extra mile.  Setting the bar high is one challenge. Keeping the bar high can be an even bigger challenge.Read More…

Posted: September 15, 2017 | Categories: Sales, Self-Improvement

Anyone in Law enforcement will tell you that the most dangerous situation they can encounter is interfering in a domestic squabble. They approach such situations with extreme caution.

In sales, we can run in to the same type of situation. While it may not be life-threatening like a domestic quarrel, how we handle ourselves could easily make the difference between weathering the storm rather than losing an account.  Read More…

Posted: September 1, 2017 | Categories: Presentation skills, Sales, Self-Improvement

How long do first impressions last? I get a variety of answers when I ask that question. I have heard some say that first impressions last forever. Let’s see if we can improve on that:

Experts tell us that when we meet someone for the first time, we form a first impression in 4 seconds. The good news is that this first impression, like quick-drying cement, is not solidified until 30 seconds have passed. That means we have 26 seconds to recover. Once that 30 seconds is up, the impression is locked in, and we now look for things to validate the impression.Read More…

Posted: July 20, 2017 | Categories: Sales

When a company hires a sales consultant, one of the most common recommendations they make is, “Your company needs to do more prospecting.”  This immediately leads to the next step:  Who?  Finding the answer to this question can be confusing and costly.  You can buy contact lists, but many have inaccuracies and outdated data.  I have seen some companies’ burn thousands of dollars buying lists that are almost worthless.Read More…

Posted: June 28, 2017 | Categories: Sales

If you are a sales professional, the ability to think on your feet and respond well is vital. Have you ever been in the midst of a sales presentation where an objection came up, and five minutes after the meeting you thought of what you really should have said?  It is easy to conclude that thinking quickly on our feet is a quality we either have or don’t.  If you believe that, then remember the reply of golf legend Gary Player when he hit a great shot from a tough sand trap.  Someone said to him, “what luck!”  Mr. Player said, “Yes, and the more I practice, the luckier I get.”  Ready to practice getting better at thinking quickly?Read More…