My wife used to call me a “Fearless Idiot”. This term of endearment referred to my willingness to do just about anything, usually without thinking to much about the possible risks. That all changed for me in 2007 when a quick decision to take a wave in California left me paralyzed from the neck down.…
Your ability to quickly establish and maintain a connection with others, even in challenging circumstances, is a primary key to success for all of us, especially for those of us in sales.
I have shared ten GOOD, BETTER, BEST, “Likability” standards below.
This is why I do it. This is what motivates me. I love that I have the opportunity to make a difference in the lives of the folks I get to work with. Listen to these excited and energized sales people as they share what they have learned and how they feel about their recent…
I like most of you have had my share of changes and challenges. Some have been relatively minor and some have rocked my whole world. About ten years ago I found myself completely paralyzed after hitting a sandbar while surfing in California. Since then I have had the opportunity to learn how to do everything differently. Fortunately, I was able to completely recover, but not before I learned some important lessons about dealing with change.
Feedback Is The Breakfast of Champions? All the great coaches and players agree…. nothing can replace the benefit of high quality, real time feedback and coaching. But let’s face it, we have all been the recipient of a well intentioned piece of ” Constructive Criticism” that felt like a hard right hook! Whether from…
The number one complaint of prospects, the sales person talked too much. It’s sometimes difficult to resist the “talking urge” when a customer ask’s you to tell them all about your community. How do you think you are doing? Want to discover how well you really listen when you are in the heat of…
Would it be easier to ask for the check if we thought about it differently? I have always thought about asking for the check as a way to move the process forward and begin a new relationship. I enjoy teaching non-salespeople how to sell and teaching experienced salespeople how to sell like crazy. No matter…
Let’s be honest we have all been guilty of finding ourselves blabbering on in a sales presentation while being keenly aware that our customer’s eyes are glazing over with other more important issues like what they are planning for dinner. Why is talking less than our customer during a sales presentation so difficult? Like any…
The Dangers of Discounting | How to beat the competition without selling price.. Wouldn’t it be better to train your sales people to avoid talking about price altogether and instead focus on selling your company’s clear and unique competitive advantage based on the customers values? https://vimeo.com/187269333
Discounts and incentives are one of the Senior living industries most expensive and damaging sales tools. Before you continue your current policies you might want to consider these questions? A sales executive with a national Senior Living company recently shared with me that the company’s sales people did not have the sales skills or confidence to differentiate their…
