Managers and business owners have the power to shut down a conversation or open up a dialogue.
Keith, I got it!” replied Jerry, the director of recruiting for a national remodeling company. “I figured out my weakness in my leadership style and communication. My downfall is, I’m one of the guys.”
Interruptions are part of our daily routine.
Sometimes the real objection is several layers deeper. That’s where you’ll find the one core concern.
During the years I owned my remodeling business, I remember one experience I had which gave me a lesson I never forgot and subsequently changed the way I trained and coached people in the art of selling from that day on.
I was in the process of...
You are ready for a spectacular year. You began reviewing the list of prospects who said “No” to you in the past, because you know that change occurs throughout the year. If your approach is merely to “touch base,” you have the same “plan...
The information that a prospect wants to hear is not necessarily dependant upon the questions they ask, but more so on the questions that you ask.
I was concluding a keynote when someone raised their hand.
“Keith that sounds too salesy. I could never do that with a prospect.” He was referring to the qualifying questions that I claimed will bring in more sales.
“Sounds too salesy? To...
For years, I’ve managed salespeople and sales managers. Over two decades later, now an author and Executive Sales Coach™, the one resonating philosophy I hear when speaking with managers that is still alive and well is the 80-20 rule.
The fact is, there are things you are doing right now which are creating the very results you want to avoid.
The next step is to evolve.
Like many contractors who are looking to build their business, you hope to be rewarded with referrals from your customers as a testament to a job well done.
While my contractor does fabulous work, he didn't honor his timelines.
Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is.