Steven Covey reminds us that when setting goals … “Start with the end in mind.” That is to visualize the end result that you hope to accomplish and start your planning process from there … “With the end in mind.”
Read MoreAuthor: Dale Limes
Proactive Selling in a Reactive Environment
If you have been in our industry longer than 10 years, you will probably agree that we have seen significant changes in the way we service our clients. The two most significant changes have been with communications and the “reactive” nature to our sales process today.
Read More“What If” Questions Help You Build Business… Now!
We all know that top producers in our industry are viewed by their clients as promotional marketing consultants or trusted advisors, not product vendors. In order to be viewed this way, you must uncover opportunities within an account that either increases revenue or solves a problem.
Read MoreYour Voice Mail Message May Be Sending the Wrong Message
When you can’t answer the phone, what does a caller hear? Does your voice mail message give each caller a sense that you are professional, enthusiastic and eager to get right back to them… or does it leave them wondering when and if in fact you will ever call them back?
Read MoreProspecting… Are You Hunting or Fishing?
How would you like to add a few BIG fish to your account list? Wouldn’t it be great to find two or three or 50? Well you can do exactly that if you learn how to go Fishing for new accounts instead of Hunting for new accounts!
Read MoreThe Meetings Before The Meeting
Many times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.If you don’t know anything about the company you are targeting, and don’t take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.
Read MoreHow To Build Your Natural Creativity
Have you ever used creativity in a benefit statement or explained to your clients that you can provide creative solutions for their business problems, but were not sure if you could pull it off after you made that statement?
Read MoreIs Your Value Proposition Strong Enough?
If you are struggling to get appointments with top level management, you probably have a weak value proposition. But what exactly is a value proposition?
Read MoreYou Will See It … When You Believe It: 10 Tips to Make 2013 Your Best Year Ever
Have you ever wondered about what makes really successful people really successful, or really positive people really positive? They understand how to visualize and believe the end result has already happened.
Read MorePower Prospecting Tips for 2013
The best way to begin formulating your sales plan for 2013 is to do a little
“Sales Analysis” of 2012. This is a good time to evaluate what went right and what didn’t in 2012.