Category Archives for Leadership
How to Canvass a Neighborhood
To canvass a neighborhood, a salesperson must become comfortable with hearing no. How do you achieve comfort in hearing no?
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Money Grows on Trees
Counter to popular belief, I maintain that money does grow on trees. How? In our industry, it’s through canvassing in the right neighborhood.
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Prospecting and Pure Cold Calling: Ugh!
Whether face-to-face or on the telephone, approaching someone that we don’t know makes most of us feel uncomfortable.
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No Excuses: Be Proactive
At the age of ten, I learned that if I wanted something, I could make it happen. In 1970, my father would take the family to the Westlake Mall.
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The Perfect Voicemail Message
Most of us don’t answer the phone when an unrecognized caller ID appears. Think about it, do you answer these calls?
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Proactively Call Your Database
Reaching out to your database is the easiest way to get proactive. So, during a slow period, both salespeople and CSRs should have a list of numbers ready.
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Behaviors That Lead To Appointments
If your salespeople don’t have an appointment set up with a prospect, customer, or client, they need to be out in the field engaged in an activity that will generate an appointment.
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We Don’t Owe, and We Don’t Deserve
This may be surprising to many, but in your business you do not owe your sales team leads, and they don’t deserve to receive them.
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The Low-Hanging Fruit: Strike While the Iron is Hot
Clients or customers with a broken system or an older system that needs replacing soon are the low-hanging fruit in your business.
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Our Words Dominate Us
Unfortunately, many of us don’t pay attention to what we say. Even worse, we don’t realize or even believe that our words affect the outcome of our life.
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