You’re one of the best field commanders I’ve got — but you don’t know when to shut up, George. Omar Bradley to George Patton (Patton) There have been many times in my life when someone could have said something very similar to me! Knowing when to keep quiet is a very valuable attribute, not just […]

Read more

by Steve Kloyda, The Prospecting Expert Call it what you want… lead generation, business development, canvassing, door to door, talking with referrals, follow up from a networking event, asking for referrals or even making the “Dreaded Cold Call.” You can disguise it anyway you want. You are prospecting! The bottom line with any of these […]

Read more

By Bill Hellkamp, REACH Development Systems Over the years I have had the pleasure of managing, training and coaching many sales men and women. During that time I have observed that each of them had a certain level of innate selling ability. My job was to help them identify where they were in this hierarchy, […]

Read more

Last week I asked a CEO what he wants from a salesperson when they call on him. He said that there are three things he expects to hear: 1. Product, industry and company knowledge 2. A prepared interview process 3. Creative ideas to save money or improve his organization If you really want to have […]

Read more

The selling gap is the difference between where a client is (in relation to your product) and where they would like to be. Sometimes that gap is desire and sometimes it is pain. Your goal is to discover the gap and if possible, widen it. We do this through thoughtful and strategic questioning. For example, […]

Read more

© Copyright 2014. Reach Development Systems. Powered by TechBoss Designs