Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
How to motivate unmotivated sales reps MORE »
How many of your reps go to their customers asking the same questions of “Anything you need?” “Anything coming up?” “Anything I can help with?” And “How’s the family?”
Time to get more proactive with your selling efforts? MORE »
Are you giving remote facility tours to your prospects and customers? Plant tours have always been a critical opportunity to sell your value and to demonstrate your quality. But customers are just not traveling as much today.
Virtual plant tours – Can they help increase your competitive edge? MORE »
Have you been using my three videos a week I’ve been posting on LinkedIn and YouTube? Each covers a single sales or sales leadership idea in less than two minutes.
Interested in free sales training to strengthen your team’s competitive edge? MORE »
Most sales teams only work on the bottom two skill sets. What can you do to improve your rep’s skills in all four areas of selling?
What selling skills do your sales reps most need to improve? MORE »
How often are your reps coming to you and saying “We lost the Phillips bid because our prices were too high?” Your rep is really telling you they didn’t do their job. Their job is not selling the lowest price.
What’s the real job of a sales rep? MORE »
What can you do to get your reps to be talking less by getting their buyers to do more of the talking?
A simple idea to help your reps better engage their buyers MORE »
The best way to sell today is by using the old sales tools like the steps of a sales call to give you more control of your persuasiveness and having defined multiple-call sales plans. It’s getting higher, wider and deeper within an account to make sure you’re talking to the best people who will make a buying decision.
Winning with today’s new rules of selling by utilizing the old rules of sales MORE »
Join me as I share ideas your team can be using to focus more on problems instead of just symptoms…so they can sell even more!
Have you noticed no one brings you problems today? MORE »
How can we say we’re customer-focused if we rarely even mention our buyers and their problems in our writing?
Want a simple test to make your team’s communications more persuasive and customer-focused? MORE »
