When you take a phone call from a potential customer, how confident are you that you can turn this conversation into an appointment? Many sales people do not treat incoming calls as excellent opportunities for prospects. Some even think, “If they were serious about buying, they’d come in instead.” I believe the reason many incoming…

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Do you know the difference between reactive and proactive service? Understanding it will make a big impact on your sales career and your customers’ experience. Let me use a common example of going out to dinner to illustrate it. Imagine arriving at the new restaurant in your town you’ve wanted to try with your friends.…

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How memorable are you? If you learn how to become unforgettable, there is no limit to your success as a salesperson. Branding is one way to make yourself unforgettable. When I bring up the topic of branding, some people ask, “Why do I have to brand myself? I’m not a business.” Well, my friend, I…

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Why your salesperson pay-plan may look like a Christmas ham…   What I am about to suggest just might be the most obvious and yet uncommon pay-plan idea you have ever seen and it’s all based on one simple fact… I have often wondered why we do some of the things we do in the…

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In the next 4 minutes I am going to try to prove to you why salespeople should STOP trying to sell more cars and become order takers instead! Hint: The best salespeople in the country are order takers!     Okay salespeople, how does collecting over 250 referrals in one month sound?  One of my students…

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It’s Valentine’s Day! And I love salespeople   Is it weird if I say, “You complete me”, “You had me at hello”, “I’m just a trainer standing in front of a salesperson, asking you to love me”.   Yeah okay that last one was a little weird, sorry…   In this email I want to share…

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“Who cares, shut up, ask questions!” That’s what my wife of 12 years said after we walked away from the third salesperson who was trying to convince us we should buy from them. We were at The Home Improvement Expo at the Metrodome in Minneapolis and we left there with a stack of business cards,…

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Examples in Brand Building: Lessons from Wayne the “Pickle Man”. To know Wayne is to know he is not the “Pickle Man” type. You might think after you read what he did that he is a natural attention seeker, and comfortable in center stage. He isn’t. In fact he’s the opposite. He’s a quiet, reserved,…

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