Questioning
It’s a great technique. It’s a horrible technique. The difference is, with the right person, at the right time, it can be an extremely productive question. And that right person is anyone other than your decision maker. With decision makers, asking that...
Preparation
Guest Post by Michael Boyette Conventional wisdom may imply that a sales representative’s best opportunity to get in contact witha prospect would be at 9 a.m. It’s the beginning of the day, when other priorities such as meetings and work haven’t had the chance to...
Self Motivation
Alabama’s head coach, Nick Saban, has wonthree of the past seven national championships (one was with LSU), which is pretty remarkable. It’s hard enough to win ONE, or even have a chance to play for the title. College football is now in full...
Prospecting
While waiting out a flight delay at an airport bar, I struck up a conversation with a fellow stranded road warrior. The topic shifted to our work, and he asked me what I do. I answered by asking him, “Do you ever get any sales calls at your office? (He’s a...
Self Motivation
As I tell every group of sales reps I work with, most of what we accomplish in sales is attributable to our attitude. Sure, we need to be skilled in the mechanics–the what-to-say part–but that doesn’t matter if we feel like dirt. Therefore,...
