I’ve touched on this topic from time to time. I have also been known to talk about this in group meetings and during training sessions. I get a few chuckles, some embarrassed glances, and then … nothing happens. I’m talking about referrals. There are three parties in any referral action … The referrer – He
One of the most basic tenets of selling is that you are going to have to figure out ways to stand out in a crowd. The bigger the group, the bigger the challenge and, speaking of large groups, how about the internet and social networks? Very crowded! You need to be … R.U.M. – Remarkable,
The characteristics, or traits, that we will be discussing form one leg of the success triangle … skills, knowledge, and attitude. You can be a good salesperson with two out of the three. Three of three and you are a killer. Characteristics, behaviors, and traits, are all reflected in attitudes which, IMHO, is probably the
Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. Apparently managing is now a bad word. Instead we should be leading. Leading where? Not through the sales process. Now we must address the buyer’s
Big news today! In an earlier article I spoke a bit about returning to my roots … selling. I tried marketing, I failed abysmally, and I hated every minute of it. I’m a salesperson to the bone. My roots also include the industry that I still consider to be the highlight of my almost 45
Selling Fundamentals – Back to the Basics
A few weeks ago I was asked to coffee by a young man who I knew who was struggling a little bit with his selling. He was looking for some pearls of wisdom and probably a quick fix. I should also mention that, while he had a CRM, he rarely used it and did not
Read More