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:
Read More…

Posted: January 11, 2012 | Categories: Sales

“I know just what you want”, he said.  No, he didn’t.
Read More…

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:
Read More…

Posted: November 28, 2011 | Categories: Management, Sales

December is a good time to employ the 5P formula.  “Proper Prior Planning Prevents Poor Performance” Priormeans before, and I’ve got news for you:  This is the last month before the new year.  What we do now can help ensure a strong launch in January.  Let’s plan…step by step.

Before we begin, we need to remind ourselves that December is also an important month for sales activity.  When I was in sales, some of my most high-producing months were in December.  Sure, things can taper off after the 20^th.  That still leaves a lot of selling days!
Read More…