Sales

Feb 8 2005
After spending so much on yellow pages and advertising to get the phone to ring, many dealers spend little or no time making sure those calls are...
Jan 5 2005
For most of us selling a solution, whether a product or service, we have come to expect a long, often drawn-out sales cycle. There are a lot of...
Jan 5 2005
I find it interesting that some dealers take great pride in things that actually contribute to poor sales and profits. They mistake certain aspects...
Dec 1 2004
Somewhere along the line we got sidetracked into believing we had to focus on our profession. We forgot what people such as engineers, scientists,...
Dec 1 2004
We really have to change our image as salespeople who slowly drag ourselves along dust roads, knocking on doors and facing rejection and humiliation...
Nov 1 2004
We are faced with an interesting conundrum in our industry. Many people feel they don’t need our products. After all, they were drinking that water...
Oct 7 2004
Recently, some dealers have shared with me that they just can’t get good salespeople, or they can’t make sales happen. “People come and quit. What is...
Aug 31 2004
I am always amazed at the shortcuts many of us take in our demon-stration. “I used to do that but I stopped.” “We sell mostly replacements, so we don...
Jul 30 2004
In my work helping dealers make their sales staff successful, I have noticed that dealers make many of the same mistakes that could lead to failure...
Jun 30 2004
Who would have thought a few years ago that we would be prevented by law from telemarketing? Some dealers think it is a disaster but some are...
Jun 1 2004
In the past, getting credit for customers was an art. Now, many of us seem to close our eyes and give it a shot. We accept the decision of our...
Apr 30 2004
Most salespeople never consider that our offer or presentation can be too good. Most of us rarely think that the customer does not believe us....
Mar 30 2004
I am very fortunate to be able to work with great salespeople around the country. Last month was no exception as I had an opportunity to meet a...
Feb 12 2004
I was reading that a major insurance company measures just one thing before it decides who to hire. That one thing is optimism. It is the number-one...
Jan 20 2004
Many dealers ask me how to tell if a salesperson will work out without investing a lot of money in them. My experience is that dealers often let...
Dec 30 2003
Many of us get hung up on only one or two reasons why people would be interested in our products. Too often, we get in the habit of using these...
Nov 21 2003
After many years of working with dealers in our industry, I have noticed that the things many of us do wrong fall into a few specific categories. I...
Nov 21 2003
When a potential customer expresses interest in a company's product or service--whether it's by completing a website form, calling an 800 number or...
Sep 19 2003
There is sophisticated software written for the small to mid-sized businesses that conceptualizes bottled water delivery as a particular form of...
Sep 19 2003
The image in the media--more importantly, the image may have in ourselves--is that we are going to hell in a hand basket. We are seen as an industry...