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Found articles: 105

  • Fire Branding Customers to Your Business

     The idea of fire branding customers comes from my grand daughter, Taylor. She applied a tattoo to her shoulder and was pleased as she displayed a small peace symbol about the size of a peanut. Each time I looked at her shoulder, I was reminded of the little symbol and what it meant.More

  • Sales Leaders Create a Vision That Places Them First

     One of my heroes in life is Bill Levine, the founder of PIP Printing. It was almost 40 years ago that he found himself at the front of the line in an industry. That industry has changed significantly since he opened his first instant printing operation.More

  • The Automated Sales Person

     Everywhere we look automation is impacting our lives. Technology allows us to automate just about everything. I marvel at the little floor sweeping robot that automatically sweeps the floor.More

  • Who is in Control of a Sales Call – the Quiet One

     Have you ever asked a salesperson a question and instead of getting your answer, you are asked another question? While this may seem frustrating, it is common for an experienced salesperson to use this tactic. Experienced sales people understand the art of questioning and how to take control of a conversation by asking questions.More

  • How to Survive a Difficult Challenge in Sales

     This is an article about sales as much as it is about challenging the Grand Canyon. I have ventured into the belly of the world wonder seven times. Each time it has been a different experience.More

  • The Playing Card Selling System

     When I was losing money at the poker table with some friends, an idea for teaching salespeople how to use all four communications came to mind. This playing card system will probably work for you and increase your sales!A balanced sales plan is essential as the foundation in any business growth program.More

  • The Power of the Reminder in Sales

     If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically.More

  • How to Revolutionize Sales With Automation

     Almost a hundred years ago Henry Ford revolutionized an industry. This allowed the Ford Motor Company to gain market share that remains strong today. Although Henry Ford didn’t invent the automobile, he did create the assembly line.More

  • The Game of Sales Has Rules, Follow Them or Your Out!

     Imagine being the coach of a baseball team and your star player hits the ball and runs toward third base. We both know the player would be called out. As odd as this may sound, salespeople are called out everyday in sales because they head for the wrong base in sales.More

  • Prospects, You Can't Make Them Drink if They Aren't Thirsty

     Last week I was going over the sales process with a new salesperson. It was an engaging conversation and as we went over each step of the sales process. The analogy of how "we can lead a horse to water, but we can't make it drink" came up.More