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 »
Today’s video offers ideas to help you become more balanced, and effective with your team communications!
How positive are you as a sales leader? MORE »
Today’s video shares ideas you and your team can use right now to get better connected and talking earlier with your buyers…so you can sell even more!
Are your customers making buying decisions without your reps? MORE »
Today’s video shares the original visual diagram of Ford Motor Company’s steps of a sales call. Check it out! When you increase your selling consistency you’ll likely sell even more!
Who first published the steps of a sales call? MORE »
Most sales reps only think and plan one move ahead with their accounts. Your goal as their coach is to help them extend their thinking into multiple-stepped plans to help improve their effectiveness and account control.
Are you helping your reps think and plan more moves ahead? MORE »
At Special Olympics there is a culture and belief exemplified through their athlete’s oath of “Let me win. But if I cannot win, let me be brave in the attempt.” Are you as gracious with your strongest competitors?
How do you treat your competition? MORE »
Are your customers really aware of everything you sell? How often are your salespeople hearing “I didn’t know you did that!” from your prospects or customers?
I didn’t know you did that! MORE »
Service has evolved over the last 15 years. Are your current service levels really helping increase your competitive advantage?
Are your service levels actually contributing to your competitive advantage? MORE »
What steps are you teaching your team? There are five steps of a sales call…
Are you teaching the wrong steps of a sales call? MORE »
When a customer complains, are your team members asking “What did we do?” (A “Single Enterprise” approach) or “What did they do?” (A “Siloed” approach)?
Is your team supporting your customers as independent silos or as a single enterprise? MORE »
