Supernanny your Sales
As a mother of 3 children, I love to watch the Supernanny. I sit down and watch her techniques and think –“ I say those things, I do those things”…but after a few minutes of watching, I see the details in her coaching that even a great, loving parent can forget…get down on their eye [...]
Setting Sales Strategy During a Slow Recovery
As we unofficially kick off summer, your thoughts are no doubt drifting to an upcoming vacation, lazy days at the beach and what you’re going to grill this evening. But as temperatures soar, leading economic indicators are going in the opposite direction. Remember that economic recovery we were supposed to experience? It’s proving elusive. Now [...]
Hiring a Sales Representative – Tales from the Pound
A few years ago my family and I decided to get a new puppy. What an exciting time! We had a big back yard, children to play fetch with her and even a dog trainer all lined up. This decision was going to be a piece of cake! We took a visit to the pound [...]
Different Titles, But Salespeople Just the Same
Peter Dennis often gets reactions of surprise when someone hears of the different clients he consults: colleges, car dealerships, banks, caterers… the list goes on. I had that reaction when I started consulting PMD on communications endeavors. Everyone can envision the car salesperson. But a sales rep at a college? Such a person might not [...]
Don’t save the best part of your story until the end!
Great selling today is sharing the best part of what your product or service is to your prospect early in the discussion. If you’re not giving them the what’s in it for them within the first couple of minutes you’re strengthening the position of your competition. Convey a from-the-heart message with conviction about the essence [...]
How & when you follow up with a prospect sets your sales trajectory
Time kills all deals. Yep. What to do about it? Well, don’t wait to take the next proactive step. (And just make sure it’s the right next step!) Pursue your interested prospects quickly and proficiently and move to further engagement – or alternatively, disengagement – so that you can get to the next twenty prospects! [...]
