Sales culture insights to help empower your team
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Brochure Selling?!
I had an interesting email the other day from a member of our sales community. She asked me if it is "normal" to not leave brochures with a client. Now, apart for the general fact that I don't think we can decide what is normal, I responded that I have several schools of though on this. My thinking is part of how I was raised in sales. Brochures and other documentation are a part of any sales call. They do not replace the sales rep and are not to be overly relied on! I firmly believe that as we move from tactical to more solution oriented and complex selling, the brochure becomes less relevant and ...
Emotional Selling
I was finishing my morning walk and stopped in to the local Starbucks and saw some people having a heated discussion where one person was obviously trying to convince the other to adopt his view on whatever it was they were talking about. The discussion was very emotional ( and quite passionate) and it started me thinking about how we as a sales community use our emotions in the course of selling. There is a difference between being emotional and passionate and it can be a fine line. Thats a subject for another time......When you are working with clients or prospects, do you let your emotions get in the way? I can say that ...
New Starts and New Sales People
I was just reading an email from a gentleman who is changing his profession and becoming a member of the sales community. He is a police officer and has just committed himself to a new career as an insurance salesperson! Wow! So, I want to offer my congratulations to him. I applaud not only his resolve in making a change but for doing it in a demanding and tough field. Time will tell if he will be successful. I think he will be. So, to the newest member of the sales community, I offer a collective and warm welcome to our world! You have many sales professionals rooting for your ...
Networking at Work!
I recently attended a networking seminar (actually an informal gathering of bright people) that was inspired by the Seth Godin book "Purple Cow". It was a fun and interesting event punctuated by excited folks sharing their entrepreneurial ideas and...you guessed it- great networking!What struck me the most was the amazing cross section of people, what they do for a living and the ideas they brought to the seminar to pitch. The concept is simple: you pitch to the group your idea and ask for feedback and advice. It is fun and energizing. Everyone I met I now consider a part of my expanding network and some have joined the ToddCohen.com ...
Can Lawyers Be a Part of a Community of Sales Professionals?
Sales Community members...I have been asked several times to share my thoughts on the intersection of the practice of law and the ART of sales! Wow...anyone who has ever met me or has read my stuff, knows that I passionately believe that we are ALL in Sales, so my initial "answer" is YES, there is a clear connection. So, rather than just throw my thoughts out here (and you know I have them) I really want to invite the lawyers in my community ( yes, you know who you are!) to help on this ever so lively topic. Here is one thought starter...with respect to this topic, is there a difference between "business development" and "sales"? ...
The Secret of Sales is……
Sales Community Members... What do you think the secrets of sales success are? Is it a vast well of closely held deep dark secrets that only a few master or is it there right in front of you? I have talked, held sales coaching classes and lectured on this for years and thought about my own successes and almost successes and I keep coming back to one common denominator. Relationships that are Strong, Sustainable and Durable. Trusting Relationships.I am convinced, with out doubt, that the biggest and best sales I ever had or managed were the result of great relationships and trusting communication that great sales people nurtured over time. Relationships take time (we all know this from developing relationships in ...
Building a True Community of Sales Professionals.
For many years now, the concept of an online community has grown from dreams to reality. Many different organizations and groups have formed some really amazing communities. I was once part of a great company called Pensare where the mission was to build communities of MBA candidates getting their degrees online! That was a fun time for me in my professional sales career. We learned much about getting people to be online with peers. Online communities are fun and are a place where real conversations occur in real time and people work together to learn, develop and grow as professionals. We get better by not being in a vacuum. We bet better by working together and ...
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