Making Sales Meetings Productive and Exciting
Monday morning sales meetings. Hate to go? “Oh, just another boring sales meeting.” you say. Meetings in a rut? Sick? Here’s a dose of boring meeting prevention. Ask yourself these hard questions: How...
View ArticleDon’t Worry, College will Prepare You for the Real World.
The idea for this article came from my friend, and future great seminar leader, Theo Androus. They lied. When you were in high school they said, “Take these courses and you’ll be ready for college.”...
View ArticleSelling Meets Story-telling to Become StorySelling
Mom, tell me a story pleeeeaase! Remember those days when you couldn’t wait to hear a story? Everyone loves to hear stories. Paul Homoly is business development expert and a master storyteller, who,...
View ArticleOnce upon a time there was a Story
Ever wish you could tell one great story that when you finished, prospects would say “Wow!” then buy your product? You can. In fact you probably have several stories that would take your sales...
View ArticleTell a story with BLT and you’ll weave a yarn of sales
Ever tell a good story? People laughing or asking more questions when you’re done? And later that day, those same people retold your story another 3 or 4 times. That’s impact. Paul Homoly, business...
View ArticleSales success with cookies – how sweet it is
All her life Debbie Fields wanted to be in the cookie business. She loved to bake ’em, and everyone who tasted one said it was the best they’d ever eaten. But as any entrepreneur knows, wanting to go...
View ArticleAre things getting (slightly) better?
*Editor’s note: This article was written around 2009 but the list of 10.5 things you need to do as the economy begins to rebound is still pertinent today. Are things getting (slightly) better? Are your...
View ArticleBorn or Made? How to Train a Great Salesperson.
You can’t teach an old dog new tricks. OK, so don’t train old dogs. Same with salespeople. The one’s who already know it all need to be left alone to wither and die in a sea of mediocrity – blaming...
View ArticleWhat is your Biggest Fear – Speaking, Rejection, or Failing?
It is said that speaking in public is a bigger fear than death. I don’t buy it. I think if someone put a gun to your head and said speak in public or die — you’d find that lost William Jennings Bryan...
View ArticleThe Winner for Best Supporting Sales Player — Video!
The winner for best supporting sales player video! “Hey, you wanna watch a movie?” I ask. “What’s the name of it?” you query. “It’s a movie about my business!” I exclaim. “Sounds pretty boring,”...
View ArticleTake Your Best Customer with You on Your Next Sales Call
Take your best customer with you on your next sales call. Who is the most powerful member of your sales team? A satisfied customer. They can outsell, outbrag, and out prove anyone in your company...
View ArticleWhat Separates a Salesperson from a Master Salesperson?
Good question. The answer is not new. At King’s Used Bookstore in Detroit (used bookstores are my favorite place to shop other than Milton’s Clothing Cupboard), I found a book titled How to Sell Your...
View ArticleQualities a Master Salesman Must Develop – 1930’s Style
Napoleon Hill author of the legendary Think and Grow Rich, has a rare book titled, How to Sell Your Way Through Life (1939). This is the second of a four-part series that will present the 28...
View ArticleThe Difference Between a Salesman and a Master Salesman
Napoleon Hill author of the legendary Think and Grow Rich, has a rare book titled, How to Sell Your Way Through Life (1939). This is the third of a four-part series that will present the 28 Qualities...
View ArticlePredicting the Outcome of a Sales Meeting is Easy. Sort of.
Crystal balls. Don’t you wish you had one when you were preparing for a big sales call? Even more when you were in a big sales presentation? Predicting the future is actually pretty easy if you’re...
View ArticleManagers as Mentors. Building Internal Sales Partnerships.
“I speak to three of four corporations a week on the subjects of customer service, leadership, and management,” said Chip Bell. “I began to see a major shift occurring in the way people were being...
View ArticleDo All Winners Finish First in a Road Race?
No. But they finish. On a hot, sticky Saturday morning in Charlotte, NC, four hundred men and women are about to run the “Dilworth Jubilee” 8k road race. I’m among them. Paid my fee, got my number...
View ArticleThe “Three You’re Crazy” Rule. Who Does it Apply to?
You get a new job, start a new venture, or get involved with network marketing. Someone says, “You’re crazy;” then, someone else says, “You’re crazy;” then someone else says, “You’re crazy,” and then...
View ArticleWhen something goes wrong, what do you say?
How do you apologize to a customer? When your company makes an error, or a customer is in some way offended, and an apology is in order, all kinds of options are available. Most of which only make a...
View ArticleThe Friendly Factor – How Full of it Are You
How important is friendly? To me, if there are 100 qualities of a successful customer service person or salesperson friendly is in the top three, and may be the top one. Friendly makes sales and...
View Article