Posts Tagged ‘ selling ’

Socks and Windows

Apr 28th, 2014

I was talking to a friend of mine the other day who was purchasing a pair of socks. He was explaining to me how amazing these socks were. He read me the product description, he endorsed them as the absolute best, gave me wonderful analogies of walking on air and then told me the cost. [...]

Evolving into the Basics

Mar 24th, 2014

I was working with a dealer earlier in the month who was stressing to the sales team that they need to follow the fundamentals of selling. This dealer had done some extensive research and found that the majority of his competitors did not bring a window into the appointment. He deduced that many of his [...]

Successful Leadership

Jan 24th, 2014

I sometimes am asked what it takes to be a successful sales leader. Notice, I say leader, not manager—I would rather be known as a successful leader versus a successful manager. Stating it a different way—are there leaders of nations or managers of nations? Leadership has evolved over the years. It used to be the [...]

Personal Communication

Aug 29th, 2013

With the Internet, email and now texting, customers now have “light speed” response expectations. Email has almost gotten too slow, and texting is taking over as a faster way to communicate. When a customer texts you, a prompt response is expected. But what has happened to the personal touch customers used to get? Has the [...]