Sales reps often mistake silence as a sign of satisfaction. But when reps stop innovating, customers will find someone who won’t.
Read MoreAre You Doing All You Can?
Author: Bill Gillespie
Do Your Customers Feel Like They Matter?
People will pay for quality. Keep that in mind as you design services and coach employees. You matter. Good or bad, you matter.
Read MoreWhy Do Clients Choose Who They Choose?
My competitor failed to understand what our client was saying. He missed hearing “why clients choose who they choose.”
Read MoreEverything You Do Matters!
Everything you do matters! Every conversation matters! You leave every situation you encounter better than you found it, worse than you found it or the same as you found it. Two of those options will do you harm.
Read MoreCaution … CAUTION!
Do you keep your customers out of trouble? How aggressively do you warn them? Are you afraid you’ll scare them away?
Read MoreYou Know the Steps. Can You Convert?
Every day I see people posting and sharing how to grow followers. I concede that’s important, but it isn’t the main thing. Knowing how to convert is the main thing.
Read MoreDecember is Great for Selling
The holidays are a great time to be in sales. The mood is light. Offices are festive. It’s a chance to be with clients and to be fun. Get out of the office and go see clients.
Read MoreThe Door Isn’t Closed Until You Close It!
Only you can close the client door. Your company can’t. Your boss can’t. A former rep or mistake can’t. You are the only one that can make that happen. The door closes the minute you decide it’s closed. Doing so is a mistake.
Read MoreYou Get What You Get When You Do What You Do!
Years ago I got mad at my P&C Insurance guy. Our auto rates took, what I considered to be, an unfair jump. I shopped around, found a less expensive option and made the switch. I showed the dude who was boss and saved money in the process. What does this have to do with selling? More than you think. Behavior drives outcomes.
Read MoreYou Can’t Always Get What You Want!
I’ve found myself in several career crossroads conversations lately. Change never stops. My advice: Look around. Know what is available. You owe that to your life’s journey.
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