Articles
Choices people make when in a crisis
Who do you know who has NOT been affected by the current economic situation? Seriously, to succeed in sales right now, I believe salespeople need to double or triple their prospecting activity and focus on improving their skills. When salespeople experience a crisis, we have many choices in order to soothe our psyche: 1) Knuckle down and invest […]
Take One, Take Two and Take Three!
Last week I participated in a two-day workshop facilitated by Karroll K. Alexander. With five (5) classmates, I had an opportunity to present nine (9) times before the videotape and get customized feedback immediately. Talk about a powerful experience. The Videotape doesn’t fib! It was a humbling and powerful experience to see myself present and interact […]
Forget about “what to say” and focus on “what strategic questions can I ask?”
Have you sat down and created your 2009 business plan? Does it include proactive prospecting? When I ask that question to salespeople who experience Sales Call Reluctance, they often say “I don’t know what to say…” What would happen if you didn’t worry about what to say and started thinking about strategic questions you can ask? […]
“If you are not in front of a prospect, you are not selling.”
Those are the words of Lou Sepulveda, sales management consultant, speaker and author! If you want to have some fun, find a true sales professional like Lou and just listen. He is one of those salespeople who was trained by Kirby Vacuum and went on to be wildly successful in different industries. www.lousepulveda.com I have had several people contact me […]
STOP stimulating the fear center of your brain!
Did you know that inside your brain you have what is called an amygdala, which is the fear center of the brain. When animals are in fear, they fight, flee or freeze (interestingly enough some can actually change colors instantaneously). When a human is in “crisis” real or imagined — they have a choice to get angry, gripe […]
You want more confidence? You must acknowledge your small achievements.
Why is it so difficult for salespeople to acknowledge the small achievements that lead to the big deal that they are so coveting? Could it be that they have a goal-obstructing habit of diminishing themselves every time they turn around and at the same time deeply wanting more confidence? That is truly a downward spiral that casts people […]
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