Blogs

By: Craig Christensen
Mon, February 28th 2011

When I first went to the beach here in Moolooabla, I was surprised at the attention given to the lifeguard stations and warning signs -- and especially to these bright yellow and red flags. (Craig will be blogging from Australia's famed Moolooabla Beach for the next couple of months -- or maybe until the Spring thaw). Australians are very serious about water safety. And when swimming at the beach, you'd best heed the rules and always "swim between the flags."In fac […]

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Tags:
coaching    
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Leadership/Coaching    
By: Craig McQueen
Fri, February 25th 2011

Making a sale is an exciting, happy event. Hearing why the purchase is failing expectations is discouraging and is often a conversation people delay and avoid.With complex solutions there are always issues that come up. How we address those issues determine if the customer will buy more from us in the future.Rather than avoiding service issue discussions or becoming defensive, embrace them as an opportunity to strengthen the relationship with the customer. You can do this with a Struct […]

By: Damien Moroney
Thu, February 24th 2011

Not too long ago I had a coaching session with a sales leader from a European country. One part of the conversation centered around how different cultures may be better than others when it comes to providing and receiving coaching. He hypothesized his culture was one that was less open to the concept. This may or may not be the case but in my experience, I cannot make any such cultural claims one way or another. For me, it can vary from leader to leader and salesperson to salesperson. […]

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Tags:
coaching   ninety five 5    
Categories:
Leadership/Coaching    
By: Joe Thomas
Wed, February 23rd 2011

Years ago my first real sales mentor taught me about, what he called non-fluencies.  We recorded an actual sales call with the intent of breaking it down and critiquing it. Then the goal was simple, continue with the good, eliminate the bad and alter the neutral or something like that. After the sales call was over, the boss told me he had been waiting for the right time to help me understand non-fluencies and the time was now!He asked me if I was aware that I used and inserte […]

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Categories:
Win   Flow    

It has been said that people love to buy and hate to be sold to. The "buying" part of this equation has definitely changed, most notably around where buyers engage sellers in the sales cycle.We use a skill called "structuring a conversation" to help sales professionals navigate the changing buying environment and the needs that prospective customers have in different stages of the buying process.Not too long ago, buyers engaged sellers fairly early in the process to […]

By: Sean Frontz
Mon, February 21st 2011

Habit 1: Be Proactive. The sequence of the 7 Habits is very important to understand.  As Stephen Covey himself has stated, he did not create any of the Habits themselves -- what he created was the linear journey through them.  It is a journey of Maturity from a state of Dependence through the state of Independence and finally achieving the highest state of Maturity, Interdependence.  As we start to focus on Habit 1 what we have to realize is that the Habits a […]

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Fill    
By: Craig McQueen
Fri, February 18th 2011

A key part of moving our relationship forward with customers is having great conversations. There is no magic to having great conversations -- you don't have to be a fantastic orator or have a vast vocabulary. Instead, utilizing a few simple techniques makes the different between a good conversation and a great conversation. When having a conversation we go back and forth from being listening (receptive mode) and telling (active mode). Here are two listening techniques and one tel […]

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Tags:
conversations    
Categories:
Open Mic   Leadership/Coaching   Flow   Win    
By: Damien Moroney
Thu, February 17th 2011

In my last post I discussed how we, as sales leaders, might coach our teams to ask the "hard questions." In it I proposed a 30-day exercise where we encourage our team to overcome any fears in this area by actually practicing such questions. The idea is that if we can raise awareness, practice where we are weak and afterwards discuss what worked and what didn't then our teams might improve sales performance.After it posted, I wondered how many people actually extended th […]

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Leadership/Coaching    
By: Joe Thomas
Wed, February 16th 2011

Friedrich Nietzsche once said: "He who has a 'why' to live can bear with almost any 'how.'"Does picking up that phone seem tough sometimes? Does researching a potential client seem boring? Is asking for a referral uncomfortable? Is all the work that goes into making the numbers hard?Answer this question: Why do you do it? Is it the paycheck? Is it the satisfaction? Is it the challenge? Is it something else?  There must b […]

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Tags:
Motivation   customer service    
Categories:
Flow   Win    
By: Dave Stein
Tue, February 15th 2011

(The following is a guest post by Dave Stein, CEO and Founder of ES Research Group, Inc.  and author of "Dave Stein's Blog for Sales Training Buyers and Providers.") I was recently a guest presenter, along with Greg Brush of InsideView, on a webinar hosted by The TAS Group. I talked about ESR’s predictions for 2011.  There are a lot of predictions floating around the sales blogs these days.  I don’t feel a need to repeat w […]

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Tags:
Sales Training    
Categories:
Open Mic