Sales Training Tip: Are You Getting Noticed

Time and Attention Result in Currency More than 71 billion dollars were spent on direct mail marketing last year according to the US Postal Service. That’s five times the amount spent on radio advertising and about half of what was spent on television advertising. Each of these dollars was spent in the hope that: 1. [...]

1. Prospects fail to see you as the Expert. The last thing you ever want is a buyer or a prospect to label you a salesperson because sales people, no matter how good they are, are unwanted pests. Master sales people take great effort to distance themselves from this perception by positioning themselves as an [...]

Are You Listening? One of the most common mistakes made by rookies and veterans alike, is talking too much on a sales call. Because most sales people are extroverts and process information by hearing themselves talk, this can be a huge liability. For extroverts, the human CPU, otherwise known as the brain, can actually sabotage [...]

I know, I know….religion (even talking about it) makes a lot of people uncomfortable these days but I would like to share a few thoughts and requests that I share daily with God. They are short and sweet (like me!!) but they are to the point (I know God has a lot to deal with). [...]

Of All the Assets…. Of ALL the assets you can possess in business, there is one thing that trumps them all – being an authoritative, influential figure in your space. INFLUENCE is an intangible asset. It matters more than sales skills, sales training technique or even competence. As assets go, influence trumps all others. Because [...]

In 2005, when it became obvious that Hurricane Katrina would flood the New Orleans levee system, many people failed to evacuate because they refused to believe that it would really be as devastating as it was. Tens of thousands stayed in their homes, because they were caught up in a state of denial in which [...]

At the Risk of Dating Myself (and With Apologies to The Lovin’ Spoonful) “Did You Ever Have To Make Up Your Mind, To Pick Up One Woman and Leave The Other One Ride? It’s Not Often Easy and Not Often Kind. Did You Ever Have To Finally Decide To Say Yes To One And Let [...]

Occasionally, one of our sales training members submits a comment that deserves special recognition and response and needs to be shared with the entire sales training membership. Sooo…… below is a comment to my most recent post and my response below that. Comment: Hi Steve, It’s my opinion that your list wants to be up-lifted, [...]

The rich, the powerful and those who attain their dreams and goals all know how to sell. Those who struggle financially and muddle through life living in mediocrity simply put do not know how to sell. In today’s economy, the rich are getting richer and the poor are getting poorer and those in the middle [...]

A front page headline on USA TODAY read: 90% of the Ocean’s Edible Species May Be Gone By 2048, Study Finds Having Hurricane Irene and the worry over the coming of the 2nd recession isn’t enough. They have to devote half their front page to scaring us about the potential scarcity of Mrs. Paul’s fish [...]