I’ve been taught in my sales career that if you provide good service, provide excellent value for the product or service that you are selling, you will retain customers forever. Sadly, I have to tell you that it works. You can hold on to customers for a long time, but it is normally never forever. […]
If you own a company or if you are a salesperson, you are going to have days that you are just mentally beat down by not accomplishing any positive results in the activities that you are doing for a given day or you may be going backwards. You may have a hopeless feeling where your […]
I recently watched the movie called “Moneyball.” It starred Brad Pitt. He was the general manager of the Oakland Athletics back in 2002. He was faced with fielding a team that had a $44,000,000 budget and make it competitive against teams like the New York Yankees and the Boston Red Socks that had over $100,000,000 […]
I was watching the History Channel the other day and I saw Stan Lee. He was an author with Marvel Comics and co-created many superheroes. He was on a quest. He sent a guy out to find people with superhuman abilities. There were guys bending metal and chewing glass, jumping from tall heights, and holding […]
Obviously, I can’t promise you that every door knock that you make will end happily for you. Sometimes there are people that are just resistant to anyone walking in their door and are pretty abrupt when you do. I was out today with a friend of mine, Jay, who is a partner in a copy […]
I don’t know if you have ever been to Costco, but Costco has it figured out. They offer more value than their competition is how they sell more stuff. I particularly, though I hate to admit it, enjoy going to Costco probably 2 to 3 times a week to buy a vanilla strawberry sundae. […]
Sales has peaks and valleys. The most successful sales people I know are making sales are the ones that have a steady line of referrals and a steady line of new business coming in to their pipeline. So they have peaks, but they are primarily plateaus and they continue to do the correct activities […]
There are 3 things I can think of that are worse than cold calling. Back in the 1980s it was living off of my credit card so I could pay the rent and then going into work Monday mornings hearing my print production manager tell me that my friends that ran third shift presses had […]
When I first started selling, I sold vertical markets. I sold actually soft cover book printing and the vertical markets that I targeted were book publishers as well as high technology companies. I didn’t understand what I was doing at the time, but it worked out pretty well for me. What I did was I […]
Do you have a mentor? Someone you trust? Do they give your referrals for your business? If you have mentors that know the type of business that you are in they can guide you with their knowledge on how they built their companies, what organizations you might want to join, what activities you should be […]
