Do It Now
“The business obituary pages are filled with planners who waited.” – Harry Beckwith
Quick 150-word sales tips from experts that will change the way you do business. New tips every business day.
Monday, September 21, 2009 at 3:00AM Had an email from one of our seminar attendees saying his company had tried to implement a customer feedback process but “up to this point, our response rate has been disappointing.” He wanted to know if there were any “tried and true” methods that could get honest feedback.
Thursday, September 17, 2009 at 3:00AM In college, our oldest daughter’s class assignment was to write a paper on what childhood story influenced her most when growing up. She wrote on The Little Engine That Could that has sold millions with the simple message “I think I can”. Ron Stevenson, our high school basketball coach (who took our team to the state playoffs every year) was talking with me in the gym one day about shooting baskets. (I never played basketball – just football. This was Texas after all.)
Wednesday, September 16, 2009 at 3:00AM When companies are interviewing to fill a vacant sales position, the sales manager should have a few apples tucked away. This will be the surest way to find if the candidate has the right stuff. Instead of accepting bloated résumés, doing costly personality profiles, and investing time and money in multiple interviews, the first sales interview should begin with a simple assignment. “Here, take this fine Washington State Honey Crisp apple out on the street and sell it to a stranger for $5.” Now you’re going to learn if your sales candidate has that intangible sales skill that will determine her success: motivating people to buy. Plus, you’ll quickly discover her other sales skills.
Tuesday, September 15, 2009 at 3:00AM The ghosts of Savannah market in utter silence. Spooky. Never saw one, but their reputation has created a separate industry for this river city and gets thousands of tourists to visit the beautiful homes and historic pre-Revolutionary and Civil War sites.
Monday, September 14, 2009 at 3:00AM You make the call. Two candidates have been narrowed down in the interviewing process to fill the company’s newest sales position. One shows how she will create her own sales opportunities. She outlines her techniques for finding her business and growing her sales. She doesn’t ask for, and doesn’t expect the company to hand over any house accounts. The other candidate gives every indication that when opportunity knocks, he will be ready to answer. He mentions he would be a good caretaker of the company’s existing accounts. Who will you hire? Why?
