There are differences in the brains and buying styles of men and women. The common denominator is always respect. We all want it. We all deserve it. And all sales people should use it.
Had enough of your peers speaking in sentences that sound more like questions because their voice gets higher at the end of the sentence? They are suffering from HRT, high-rise terminals, a speech habit being used by more than just teens and valley-girls. So much so, it has become a global epidemic. HRT is the technical term for uptalk –… Read More »It’s all about credibility
I don’t mean sex as in sexuality and being a sex kitten, or a Romeo, while on the job. I mean sex as in gender; there are basic differences between men and women in their brains, and in their buying styles.
48% of sales people never follow up with a prospect. 25% of sales people make a second contact and stop. 12% of sales people only make three contacts and stop. Only 10% of sales people make more than three contacts! 2% of sales are made on the first contact. 3% of sales are made on the second contact. 5% of sales are made on… Read More »Follow-up is everything!
The fact is, consumers are now even more savvy, they can fact-check our products and pricing on the Internet. In most cases they can buy the same products and services elsewhere. Customer Service becomes the defining factor. In a closing keynote I attended at an EMS conference the speaker, Steve Berry, BA, NREMT-P, talked through 3 things needed in the… Read More »Serving is the new selling!
Have you calculated how much you need to earn per hour to achieve your yearly financial goals? Have you ever asked yourself what your highest income producing activity is? For yourself or for your company? If you’re like most you may go about your day-to-day business never really thinking about the myriad activities that devour your day. Here’s an exercise… Read More »How much money do you make per hour?
Sound crazy? Not if you have the right sales people.Sales in the 21st century are no longer about aggression and tenacity; they’re now about the customer and the fit. Today’s successful salespeople are a company’s front lines communicating the products and services you offer while listening to the needs of the customer, ultimately finding the fit that has the clients… Read More »Let your clients sell themselves!