Archive for 'Blog'

The number one job of any sales person is to sell.  Seems simple enough, and yet, it is not.  The concept of “selling” is not as simple as it sounds is it?  All of us who “sell” for a living know that this selling thing is much more complex and seemingly unpredictable than we would prefer.  Because we are all competitive and goal oriented, we want to find the shortest and most effective means of achieving this goal.

Before we talk ...

The most critical skill in selling, business, and relationships is listening.  Listening, however, is a difficult skill to master as it is not an easy skill to teach or to learn.

A tool that we teach in The Principles of Sales Mastery that is absolutely “killer” for learning listening and asking better and more relevant “problem” questions is that of Piggy-Back Questions.  Additionally, these type of questions draw out the real motivating factors for why a buyer is looking for a ...

We get very little face to face time with customers.  How do you make the most of that time particularly early in the sales process when establishing rapport and credibility are so important and often become the reason a prospect chooses you or another supplier?

As we teach in Sales Mastery, the process matters.  Making the most of your face to face time is an outcome of your behaviors.  Here are some critical behaviors and skills we need to constantly remind ourselves ...

Companies today are scratching their heads and wondering why marketing continues to be such a strange animal.  Almost every other key function in a company today is directed, measured, and funded based on data and measurement.

Think about it.  Manufacturing, Engineering, and Sales all have clear cut metrics.  Build or design this for this many dollars.  Meet this particular deadline for first customer shipment.  Hit this quota.  Marketing, on the other hand continues to struggle with establishing its value and its ...