Posted: February 16, 2012 | Categories: Sales

I was facilitating a team meeting last week and the subject was added value.  The first question we needed to address was: “What are we selling”

Del Webb is a company that builds retirement communities.  They make money by selling houses.  Even though the sale of houses is what they do, it is not what they sell.  Ask any of their sales reps, and they will tell you that what they sell is a lifestyle.  There is a community center along with many activities.  You never have to do yard work or house maintenance but you can still have your own little garden.  In other words, what they are selling is the experience.  Years ago, a seasoned and successful sales professional told me, “People buy based on how the purchase will make them feel”
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Posted: January 17, 2012 | Categories: Sales

If you are a good dancer, you know how important it is to be in step. Effective selling is like a dance, and we must be careful to be side-by-side with our prospects. This sounds simple. It is not always easy. Here is an example I encountered in my coaching just this past month:
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Posted: January 11, 2012 | Categories: Sales

“I know just what you want”, he said.  No, he didn’t.
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Posted: January 2, 2012 | Categories: Sales

Now that we know our strengths and have determined how much money we want to make in 2012 (our goal), we can map out our strategy.Read More…

Posted: November 29, 2011 | Categories: Sales, Self-Improvement

How much are you going to make in 2012?  What will your profit margin be?  Specific goals, action steps, benchmarks and deadlines are all part of an effective business plan.  So how do we come up with a revenue goal that is realistic, challenging, and well supported?  Here are some questions we can ask ourselves to achieve that objective:
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