03 September 2010
Often when I suggest to salespeople that they do some telephone selling, a panicky look comes over their faces and you’d think that I’d suggested they pick up a hot poker and put it to their ear! Part of this fear and disdain comes from exposure to extremely poor telemarketers who are blight on professional [...]
Posted in Sales, Sales TipsView Comments
23 August 2010
It’s been almost ten years since I last went on a rant about the sales “profession” and what we can do to make it even more professional. So, here I go again! First off, I want to say that I’ve been in sales for over thirty years and I’ve been proud to call myself a [...]
Posted in Sales, Sales TipsView Comments
07 July 2010
No, I’m not referring to a prospect that buys long-distance telephone services. This is about the buyer who is out of reach, the one you can’t contact directly because he or she is too distant. Sometimes this distance is due to geography — the key decision maker is located in some other city or country. [...]
Posted in Sales, Sales TipsView Comments
03 July 2010
More than 40 percent of the leaders in our surveys say they spend too little time working with individuals to help them unlock their creative energies. Asking yourself, “Have I found my own creative flow? Am I helping other people find their creative flow?” Take this free work survey to assess your organizational strengths and [...]
Posted in Leadership Issues, Leadership Management, Management IssuesView Comments
26 June 2010
During our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of the attendees — How do you handle situations where your main competitor is always undercutting you by 20 percent or more? It was a dynamite question and one that might be asked by many salespeople [...]
Posted in Sales, Sales TipsView Comments
22 June 2010
Leading at Light Speed is a powerful leadership book by Eric Douglas for businesses, public agencies, and nonprofits revealing the 10 Quantum Leaps to build trust, spark innovation, and create a high-performing organization. Quantum Leap #6 is all about how to Stimulate the Creative Flow. With rare exception, teams and work groups should be empowered [...]
Posted in Change, Executive Coaching, Leadership IssuesView Comments
20 June 2010
In my new book Leading at Light Speed I talk about the concept of leading through others to relieve pressure in the workplace. What do I mean? Think of flying on an airplane with an open seating plan such as Southwest. You’ve come across an aisle seat. The middle and window seats are open next [...]
Posted in Communication, Leadership Issues, Leadership Management, Managing Up, TeambuildingView Comments
14 June 2010
No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention your final price is for the prospect to gasp, clutch his heart and keel over. That’s why it’s wise to prepare your prospect for what’s to come in terms of the financial investment he will [...]
Posted in Sales, Sales TipsView Comments
20 May 2010
Summer is almost here which means if you’re a member of a professional association there is a good chance you will have an opportunity to attend your annual convention or conference in the near future. Even companies who cancelled their annual meetings last year due to the poor economy are back on track this year [...]
Posted in NetworkingView Comments
20 May 2010
Summer is almost here which means if you’re a member of a professional association there is a good chance you will have an opportunity to attend your annual convention or conference in the near future. Even companies who cancelled their annual meetings last year due to the poor economy are back on track this year [...]
Posted in NetworkingView Comments
19 May 2010
Any marketing person will tell you that sex sells. Well, I’m here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are desire for [...]
Posted in Sales, Sales TipsView Comments
07 May 2010
Things Are Looking Up » By Sarah Michel, CSP on Mar 7, 2010 in eZine | 2 Comments When you’re lying flat on your back, all you can do is look up. That is the position I find myself in right now as I’m recovering from a foot surgery to correct a major deformity that has kept me from wearing almost 90% of the fashionable shoes in my closet. I have [...]
Posted in NetworkingView Comments
04 May 2010
Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she is going to do the job to your satisfaction. What do you do? This isn’t an unusual situation. You’re about to deal with someone or a company you’ve never dealt with before. Maybe it’s time [...]
Posted in Sales, Sales TipsView Comments
26 April 2010
For those who haven’t been keeping up on recent business and management books, Daniel Pink came out with an absolutely great book, Drive: The Surprising Truth About What Motivates Us. I mentioned it briefly in a blog post last Fall before it came out. Then, in February, I wrote a book review of it. Now, here’s [...]
Posted in Leadership IssuesView Comments
Four Drive Model: New Theory on Employee Motivation
Stimulate Creative Flow By Recognizing Success
Negativity Invades Work Environments
Talent Development: Why Management Is Not Enough
What if We Brought in a Facilitator?
Slumbering Powers: Awakening Your Leadership Potential
The Telephone — Sales Tool or Club
How to achieve top motivation – a case study
Show the World You’re a Sales Professional
How good communications get ruined
Dealing With the Long-Distance Buyer
Stimulate Creative Flow By Recognizing Success
Phil O'Brien: This is a great post on Personal Networks, Brian. ...
Dr Steve Lewis: Team work can dramatically improve performance, bu...
Scott Couchenour: This is great. I would add a 3rd step: break the t...
Kurt Nelson: Glad you liked it and thanks for sharing!...
Phil Askew (CPCC): Great post. Incidentally, I find there's nothing m...
Meredith Lankenau: Why, why do people not get that part concerning em...
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