Blogs

By: Bill Rust
Fri, March 8th 2013

One surefire way to lose your audience is to launch into a monologue that is all about you. What's amazing to me is that experienced salespeople do it all the time. Before beginning a sales pitch, check your intent. Is telling your customer about your experience, your company and your products the best way to create value for them? A first meeting with a new prospect may present a lot of opportunities for you to talk about yourself. You may actually need to tell your story before […]

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Tags:
intent   Effective Inquiry   Presentations   meetings    
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By: Bill Rust
Wed, November 28th 2012

If all you have is a hammer, then everything looks like a nail. Mastering different techniques is like having different tools in your tool belt. You may not need one particular tool all the time or even very often, but you know that you have the option should the opportunity arise. Salespeople who are great at one aspect of selling, such as giving a great sales pitch, tend to launch into their pitch whenever they think they see an opportunity to talk. If they ar […]

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Tags:
intent    
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Leadership/Coaching    
By: Bill Rust
Fri, November 16th 2012

Have you ever noticed how when you visit a different country, everything just seems so foreign? Sometimes the little things that stand out and make a big difference. For example, in Japan, people walk on the opposite side of the sidewalk as they do in the states. Maybe it is because they drive on the other (wrong) side of the road or because samurai kept their swords on their right.After centuries of pedestrians not wanting to find themselves on the wrong end of the sword, eve […]

By: Bill Rust
Tue, October 23rd 2012

When preparing for a meeting, you want to make sure that you are bringing everything you need the make the meeting a success. As you are going through your mental checklist (business cards, pen, etc.) make sure that you are not bringing what you don't need: your ego.We all have egos.  It's egotistical for someone to think that they don't.  They best we can hope for is to be able to keep it in check for a while so that it doesn't do too much damage […]

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Tags:
intent   ego    
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Leadership/Coaching    
By: Bill Rust
Mon, September 24th 2012

What do you think when a salesperson says, "Trust me"? Most people reach for their wallets to make sure they are safe. A lot of sales improvement systems focus on techniques, such as closing questions.  Everyone has heard a salesperson use assumptive questioning to try to get you to make a purchase, such as: "When would you like to take delivery?" If they do give you a choice, it's usually between two options that both favor them: "When w […]

I had the privilege recently of speaking with Carol Poulsen, EVP and CIO at Co-operators Insurance, to find out what works with salespeople and what drives her crazy. The Co-operators Group Ltd., founded in 1945, is a Canadian insurance cooperative owned by 45 members including co-ops and credit union centrals. It is one of the largest wholly Canadian-owned multiline insurers, offering auto, home, life, farm, travel, and business insurance as well as investments. They have revenues of […]

By: Bill Rust
Wed, September 5th 2012

This time of year, enthusiasm is all around us. School has started again -- parents and even some children are excited about that. The NFL is starting. You can tell some people getting really fired up. When you are around a group of enthusiastic people, it's hard not to get swept up in the emotion. I went to a college football game this past weekend where nobody was just sitting down quietly watching the game. Here in Texas, even high school football creates a huge frenzy.Enthusia […]

By: Bill Rust
Mon, June 11th 2012

Sales Leaders who are trying to help their salespeople have different conversations with their customers should consider how they can have different conversations with their sales teams.The same principles for creating value for customers applies to leading teams.Mindset 1: "We both want the same thing."Think about how you can create win-win scenarios with your team so that is clear not just that if they win, you, but also that if you win they win.  Emphasize shared […]

By: Bill Rust
Mon, May 14th 2012

"If you tell a joke in the forest, but nobody laughs, was it a joke?" -- Steven WrightStarting out a speech with a joke is a tried-and-true method for breaking the ice, warming up the crowd and easing into a topic.It's the best way to begin a set at local comedy club open-microphone night. What about at the beginning of a business meeting?Meetings in formal business environments can be quite stressful both for you and the other party, especially when you have not met bef […]

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Tags:
humor   intent   Context    
Categories:
Leadership/Coaching   Fill    
By: Randy
Tue, April 10th 2012

I've noticed that a lot of salespeople overcomplicate their selling environment by focusing on every possible to do of a particular sale.  I have found that if instead I focus on the 1, 2 or 3 most important sale advancing to do's -- selling becomes very simple. At a high level, the job of a sales pro is to talk with people to find alignment of interest or not -- and if there is alignment work through what has to happen in order to decide let's do busin […]