Revolution happens in your company when you stop working in your business and start working on it. I learned this profitable lesson in The E Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber. Anyone considering starting a company should read this book. You work on you […]
“Every time you make a sale, you’ve just lost your best prospect.” This bit of wisdom was given to me by a veteran sales pro who believed prospecting, or continually searching for individuals and companies as potential clients, is essential for every successful selling career. Prospecting is the initial step in the entire sales process, […]
What are the first words out of salespeople’s mouths the moment customers walk in retail stores? They say systematically, “Can I help you?” Shoppers respond, “No thanks, just looking.” Someone finally realized this question was ineffective and came up with a new approach: “Have you been here before?” This slight selling script change accounted for […]
As covered in the last issue, prospects are the life-blood of any salesperson’s career. But, once aware of them, how do you organize your contact? When you call, are you getting right through to the decision maker and more importantly, are you getting the appointment? Organization & Telephone Techniques Two essential “salesperson skills” to […]
“There must be a better way,” I remember thinking to myself in the early days of my selling career as I left an initial meeting with a new prospect. My first meetings were usually very short and not too productive. After a pleasant greeting, I would say that I didn’t really need to meet with […]
One of my favorite national sales magazines recently published a story about Gateway 2000, a booming computer manufacturing company. In describing its sales force, the Vice President for Major Accounts was quoted as saying, “Our sales organization was almost entirely reactive and just responded to inbound calls… customers had to call us to buy the […]
“Remember, Brad,” Dad would remind me during a talk to get out there and make things happen, “nothing happens until someone sells something.” Boy, do I remember that one. The wisdom he instilled me with as I started my company at the ripe (and very ignorant) age of 20 still affects my attitude toward sales […]
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