There’s an old 1950’s selling concept called “WIIFM’s.” It was a simple acronym that stands for “What’s in it for me?”
Are your reps successfully utilizing WIIFM’s in their selling messaging? MORE »
How many of your reps follow a “Ready – Fire – Aim” selling philosophy? Most are so action oriented they only think one selling move ahead.
Are any of your reps guilty of ‘Ready – Fire – Aim? MORE »
Effective questioning skills are the foundation of all persuasive communications. There are three questioning structures your team needs to be utilizing:
Do your reps understand (and use) the 3 basic structures of asking questions? MORE »
How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?
How much time are you really spending as a coach and leader of your sales team? MORE »
There was an old sales training exercise used for years called the “Match Test. The test involved a sales rep lighting a match and then, before they burned their fingers, having to deliver their complete message of uniqueness of why a buyer would want to buy from them.
What can you be doing, as the coach and leader of your sales team, to make sure your team has a successful 2024? I offer three ideas…
Thank you for following (and hopefully applying) any of my 150 videos posted in 2023! MORE »
Thank you for watching my videos this past year! I posted almost 150 videos, all under two minutes, aimed at helping you and your team improve your selling skills, sales leadership skills or what you could do to be a more effective coach of your team.
Thank you for following my 150 videos posted in 2023! MORE »
I offer you three videos at the end of this year, all aimed at helping you increase the success and effectiveness of your sales team in 2024.
I offer you three final videos for the year as we approach 2024. Each of my videos centers on what you and your team can do to generate even more selling success next year.
2nd of 3 ideas to strengthen your sales team in 2024 – Build stronger sales tools MORE »
As we end 2023 I offer you three video suggestions to help strengthen your team’s success in 2024.
1st of 3 ideas to strengthen your sales team in 2024 – Strengthen your coaching skills MORE »
