Articles

I get a kick out of sales trainers who promote “never cold call.” Yes, every week at least one person emails me with sales trainers tips about how salespeople should NEVER cold call. I agree that in a perfect world. . . a salesperson who has set up their business ideally. . . could possibly never have to cold […]

How clear and concise are you at answering that question?  Clarity is power.  Once you can answer that question, you will be on your way to writing your unique value proposition.

My husband is the “do it now” type of business man.  Last night we drove by a house that recently sold in our neighborhood.  The new neighbor, Christopher, was standing in his driveway.  After the niceities, Christopher said to my General Contractor husband — “we want to put some recessed lighting in our living room.”  At that time, my husband pulled out […]

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 […]

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 […]

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?  […]