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Category: Sales
Role playing: Rx for a professional edge
In car racing we hear the pros say, “You win in the pits”. The skill and speed of a pit crew can often be the determining factor in winning the race. They practice, practice, practice.
Learn early and often
We know that top-performing salespeople are very good at asking questions. As prospects, we should plan our questions too. It can save us big money.
A “must do” for good relationship management
I received a call at 3:00am the day before Mother’s Day: It was my sister, and she informed me that Mom had passed away peacefully just a few minutes before. The news was not unexpected. She was 90, and suffering from lymphoma.
The next day I was approached by a fellow usher at our church service. Her name was Eileen, and she wanted to express her sympathy for my Mom’s passing. I said thank you, and considered that to be the end of the conversation. It wasn’t. With intense interest and her eyes sparkling, she asked me, “What was she like?”
It all starts with connection
If you were reading my last blog post (4/22) on relationship management, you may be saying to yourself, “That’s nice to get to know people well find out all about them, but I don’t have time. I am in retail, and the more transactions I have, the better it is for my job” OK. Makes sense. How can we compensate for this?Read More…
Three key characteristics of a profitable relationships
A top performing sales professional knows how to lead and manage the sales process plus manage their time well. They also manage what is most important – the relationship.
Several years ago a research company interviewed a large sampling of happy clients. These customers had been with their vendor for many years. They were asked the question: “What are the most important reasons for your loyalty? Here are the top three responses received:Read More…