In order to be profitable, you need to know which clients you should spend your time with and which ones you should let go. Because let’s face it, not all of your clients are helping you make more money. In some cases, it is best to let a client go so you can spend your time and other resources on a more lucrative account. [...Continue Reading...]
The reality is that today’s more business focused senior buyers talk quite a different language to the junior, often more technical buyer. That poses a challenge for sellers that have dealt almost exclusively with the technical buyer in the past. Adding some new words to the sales vocabulary is required.
Bill Walshe Chief executive officer, Viceroy Hotel Group
“I leave a suitcase containing a toiletries bag, a change of business clothes, and a set of workout gear at a hotel in each destination I travel to frequently. I arrange it with the concierge, who knows me. Keeping what I need at my destination saves me hours of standing around luggage carousels, as well as trying to cram everything into a carry-on.”
Elizabeth Gilbert Author of Eat, Pray, Love and The Signature of All Things
“I use an iPhone app called CheckList. It’s exactly what it implies: a simple checklist of everything I need to do, pack, or arrange before I go off traveling. The checklist now has 98 items on it, ranging from “mascara” to “speech notes” to “change outgoing voice mail,” and I’m not allowed to leave the house till every single item is checked off. I honestly don’t know how I used to prepare without it. Oh, wait, I do know: I just used to forget stuff and then panic at the airport.”
Stephen Stagner President and CEO, Mattress Firm
“A night of tossing and turning can ruin a trip, which is why I bring clothespins or clips so I can secure the hotel curtains and keep unwanted light out. And of course, I research hotels in advance to ensure they have good reviews on beds.”
When you work with people in sales that have different personalities and different opinions, it’s only natural that you will disagree with them at some point. Continue reading to learn how to turn these disagreements into productive learning experiences and maintain professional relationships.
What disagreements have you had with colleagues? Were you able to resolve them?
My belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.
If you don’t overcome buyer fears, you won’t succeed
People buy from people and sometimes we don’t make numbers because there are deep underlying issues simmering. It’s hard to admit it, but we all have been afraid at times. Afraid to buy or afraid to sell. There is no shame in it. The sooner we understand the psychology of a process, the faster we will be able to face those feelings and to adjust our behavior. To borrow one of FDR’s most quoted statements that will forever hold true, ”There’s nothing to fear, but fear itself.”
I sit in on many sales meetings with and for my clients and the focus is usually on numbers, prospects to pursue, accomplishments, etc. And while this is important, my belief is that it would be of additional help to management and sales teams if there were discussions about the “softer” areas of the sales process.
The stress of the holiday season can hamper the productivity of even your most engaged employees. All the more reason for employers to keep employees inspired through the holidays.
“Research shows that motivated employees are one of the top variables that determine a company’s success,” says Dr. Bob Nelson, author of 1501 Ways to Reward Employees. “If there is one time during the year that you are going to thank your employees this would be it.”