by Wes | Dec 26, 2013 | Sales
Why do good Customers leave? Maybe it’s because we stop treating them the way they want to be treated! Let me make what I think is a good or maybe not so good analogy. Dating: When you first begin dating you don’t really no how things may end up. So you do...
by Wes | 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...
by Wes | 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...
by Wes | 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...
by Wes | Oct 31, 2013 | Sales
Its Halloween night and I’m trying to finish the last couple of articles in the Rainmaker Series. In-between trips to the door passing out candy to the trick-or-treaters (my job is to hold the dog back while my wife passes out the candy) I seem to be getting nowhere....
by Wes | Sep 26, 2013 | Sales
This week during a sales meeting one of our Branch Managers told a story that had most of us chuckling and scratching our heads. A few weeks ago Jim and his wife went shopping for a mattress for their daughter. They went into a large national mattress store and were...
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