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Category: Sales
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…
All things equal…personality wins!
I was attending a workshop in the early 1980’s at a hospitality convention and the subject was, “Hiring the right people”. The charismatic facilitator had us all deeply engaged. Just at the magic time, he asked, “What is the most important characteristic to look for when hiring someone to work at the front desk?” We all poked around with our answers. When we didn’t guess it, he revealed what he believed to be the answer: “Personality”
Take the frustration our of asking for referrals
Do you ask for enough referrals? Most sales professionals do not. I think I know why: It can be awkward and frustrating.
Surveys have consistently shown that 60-70% of our new business comes from referrals. So how do we manage this gold mine?
The makings of a championship team
As an executive coach, teams count on me to help them build a team that is destined to be the best. We all know that teams who win championships have more than just talent: They have learned how to work together synergistically.
Yesterday, I was talking to a business owner who was ready to build his winning team. We went over some key components of championship teams. I will share them with you:
Set appointment first: Qualify second
If we want to increase our sales, the most important thing we need to do is increase the number of face-to-face visits we have with qualified prospects. When consultants come in to companies and assess why they have low sales, insufficient sales activity is usually the root cause.
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