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 moreThe 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 moreControl Your Fear – Part 1 As a presentation trainer and coach, I deal weekly with one of the most common fears from which people suffer – public speaking. And I have seen how just that one fear can damage a person’s ability to succeed. For my own part, I deal with slight claustrophobia (fear […]
Read moreAfter looking at innumerable sales presentations I am convinced that they are developed by marketing departments who are trained to sell to the broad audience but don’t understand the effect it will have on the specific buyer. My first reaction as I look at the vast array of self-congratulatory slides is, “Who cares?” And if […]
Read moreCheryl asked me to come in and talk to one of her client service staff. It seems that David’s productivity had fallen off, and despite her guidance and encouragement there was no improvement. It’s true that times had been difficult in their industry but David’s numbers were significantly worse that his peers. Anyway, Cheryl thought […]
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