Tune the World Out and Your Customer In

by | Dec 8, 2013 | Sales

Just how good are you at staying focused, not letting outside distractions interfere with the task at hand and being fully engaged with those around you? I think as Sales Professionals most of us think we are pretty good at it. Heck, I’ve always been able to...

Stop Start and Keep

by | Nov 24, 2013 | Sales

Three questions you need to be asking your Customers – Start Stop and Keep. What do we need to stop doing?  What do we need to start doing? What do we need to keep doing? I first heard this series of questions while listening to “The Sales Playbook...

Are You a Valuable or Viable Salesperson?

by | Nov 19, 2013 | Sales

A Salesperson that only talk’s about product and price may be a viable resource to their customers but it’s the Sales Professional who provides value by seeking solutions that: Decrease the customer’s overall cost Increase the customer’s...

The Rainmaker Series – Over Achievers

by | Nov 16, 2013 | Rainmaker Series

This is the last in a series of posts that I have called The Rainmaker Series. It has been my intent to help identify some of the common traits or characteristics that I believe most Top Sales Producers or as I have referred to them as Rainmakers have that makes them...