“Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it's amazing what they can accomplish.”Sam WaltonMotivation or motivating sales teams is a topic that is often talked about, but rarely resolved..WHY?Disclaimer: I DON’T HAVE THE ANSWERS. BUT I DO HAVE A FEW QUESTIONS.What is motivation?Who owns your motivation?How can a manager help motivate their staff?Is it the role of the manager to motivate their staff, or to create an e... Read Full Story
“Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it's amazing what they can accomplish.”Sam WaltonMotivation or motivating sales teams is a topic that is often talked about, but rarely resolved..WHY?Disclaimer: I DON’T HAVE THE ANSWERS. BUT I DO HAVE A FEW QUESTIONS.What is motivation?Who owns your motivation?How can a manager help motivate their staff?Is it the role of the manager to motivate their staff, or to create an e... Read Full Story
How do you perceive yourself? How do you want your customers to perceive you?I find from my discussions with clients, colleagues and prospects that many sales professionals often perceive the client to be more important than they are, particularly if they are targeting senior decision makers in their sales process.It is no wonder that so many sales people fail to engage with their prospects and enter into a discussion as business equals!Sure the customer is KING and they are indirectly paying... Read Full Story
How do you perceive yourself? How do you want your customers to perceive you?I find from my discussions with clients, colleagues and prospects that many sales professionals often perceive the client to be more important than they are, particularly if they are targeting senior decision makers in their sales process.It is no wonder that so many sales people fail to engage with their prospects and enter into a discussion as business equals!Sure the customer is KING and they are indirectly paying... Read Full Story
How often have you found yourself following up on a sales opportunity feeling confident that you are close to winning the sale, only to hear – “It’s all looking good. I just need to run it by my boss before we can go ahead..”OUCH!!! Don't despair. It happens to the best.The reality is, your point of contact will more than likely have a degree of decision making ability. Otherwise, you wouldn’t have approached them in the first place, right? The issue you are facing now is that they don’t own ... Read Full Story
How often have you found yourself following up on a sales opportunity feeling confident that you are close to winning the sale, only to hear – “It’s all looking good. I just need to run it by my boss before we can go ahead..”OUCH!!! Don't despair. It happens to the best.The reality is, your point of contact will more than likely have a degree of decision making ability. Otherwise, you wouldn’t have approached them in the first place, right? The issue you are facing now is that they don’t own ... Read Full Story
"Why didn't they buy?" is a question that sales professionals and their managers ask constantly. Unfortunately, for the majority the question leads them to try and associate blame. Blaming the customer, blaming the economy, blaming any potential variable other than themselves.Get the picture?So what is the right question? How about - "What can I do to engage the customer and guide them to buy?"People buy on benefit. So the number 1 priority for any sales professional should be to create value... Read Full Story
"Why didn't they buy?" is a question that sales professionals and their managers ask constantly. Unfortunately, for the majority the question leads them to try and associate blame. Blaming the customer, blaming the economy, blaming any potential variable other than themselves.Get the picture?So what is the right question? How about - "What can I do to engage the customer and guide them to buy?"People buy on benefit. So the number 1 priority for any sales professional should be to create value... Read Full Story
