As a seasoned sales professional for 30 years, a sales trainer and publisher of Know Your Talents™ – Sales Process for Champions, I have coached and managed sales representatives to be persistent and determined in their sales efforts. In our sales coaching, it is a constant reminder of ‘Where are your manners?’ Ask for permission up front to ‘infringe’ on those with whom you know you will be continually making the rounds and making ‘friends’! I suggest that you ask up front, ‘Do you mind if over the next few months while we are learning about one another, that I call you or stop by to share one of our newest products or services that I know can bring you value, or if I email you perhaps something of interest? I promise not to waste your time!” Set the expectation upfront with your prospect. It is very rare that they will turn you down, even if they have existing relationships with other providers. If you commit that you will only bring something of value and not waste their time they will be glad to take your call. It doesn’t matter what industry, it’s basic sales.
Starting new things can be scary for some of us and exhilarating for others. Things like new years, new jobs, new relationships, new roles. Rarely do we know for certain where the journey will take us, but when we tap into our natural behavior and what motivates us, we are energized to forge ahead, driven…Read More →
There’s no arguing that in today’s work world technology and digital literacy are ever-increasing requirements. With the pandemic and the explosive growth of remote and hybrid workplaces, the need to implement new technologies and to be digitally savvy accelerated exponentially. Technology is no longer a “nice to have” it’s a “must have” skill. No big…Read More →
It’s all about Priorities! Priority Environments that is… So what is the Priority Environment? It’s a measure of something occurring in a person’s environment over the past 6-8 weeks that caused them to feel the need to adapt their behavior. Beside the shifts in behavior, such as pushing Dominance up or lowering Extroversion, the Priority…Read More →