Ar_home_b_search
 



sales: The Secret of All Sales Efforts Revealed! - 10/27/07 01:06 AM
I admit, one should never blog in anger.  That's why I've invoked my traditional 24-hour rule started years ago with the "send button" to allow cooler heads to prevail and to avoid that seasick feeling that overtakes you moments after hitting it on a message you realize you're probably going to regret [immensely].  But really folks, there are just things that rookie professionals and obnoxious sales people do that drive me nuts:  and I should know because over the years, I've screwed up and done them too!  Don't fall victim to being "this guy" or "that gal" when you are the selling entity or the person that needs … (3 comments)

sales: What Are You Aiming For? Can You Hit The Mark or Will You 'Rooty Toot Shoot'? - 08/23/07 06:52 PM
What are you aiming for?  What do you want?  I ask this question of our clients (and I ask it of other folks) a lot!  It's amazing how many people are out there wanting something and working toward... er, something... but they're not really sure what that 'something' is... because they've never taken the time to try and define it for themselves.
To demonstrate a point for people that often needed proof to believe, I used to ask sales trainees if they were 'good with their aim' and, of course, being sales types they ALL thought they were fabulous.  I'd give them a rubber dart … (7 comments)

sales: You Can't Hit What You Can't See...! - 02/12/07 06:12 PM
... or so said baseball Hall of Famer Walter "The Big Train" Johnson about hitters struggling when he pitched (he's in the Hall with 1st place all-time in shutout wins (110), 2nd place all-time in wins (417) and 9th all-time in strikeouts (3508).  The same saying holds true for us when trying to handle an objection-- if you don't recognize it when it appears, you'll be lucky to foul it off and chances are, you're headed back to the bench hitless....  And just because you THINK you know what an objection is when it's verbalized for you doesn't mean you really get it-- right?  Sometimes you need to dig … (13 comments)

sales: Dr. Evil Asks: 'What Sales Objections Do You Hear Most Often?' - 01/05/07 02:09 PM
I feel like Dr. Evil: "Throw me a frickin' bone here... I'm the boss... I need the info!"  Well, mercifully I don't have all those direct reports anymore, but I still need the info and you could help bring it!
I blogged earlier about a training I am going to conduct for an associate's brokerage to help them overcome more sales objections.  Our deal was that I'd do the training for him and he'd deliver the printing business to my company from his agents' next listing or farming activities (hey, I'm not a non-profit organization just handing out the freebies and, like you, food goes on the table when … (2 comments)

sales: The Heavy Lifting! - 12/08/06 03:17 PM
We all know this person and usually it's because they've found a way to make us be the one carrying their filthy load.  They hang around doing just enough to get by and when crunch time comes they're missing in action and we're left with the sore back and the pleasure of having done their dirty work.  Somewhere up on the top deck they're touting how great it is that the ship is moving right on course toward whatever beautiful port awaits and we're stuck below deck in the greasy, sweaty underbelly being flogged and cursed at by a brutal slave … (0 comments)

sales: Getting Started Being Successful -- Both of Us and Plain Talk About Sales 101 - 12/06/06 07:29 PM
Let's face it-- if this is going to work we're going to have to try and help each other become more successful.  And that's OK.  You may be a Realtor® or someone looking to find a Realtor®.  Either way, I can probably help you with that.  You may want to market yourself more effectively to your potential prospects-- whether you're in real estate or some other walk of life.  There's nothing wrong with wanting to expose yourself to more potential opportunities.  I want that.  I bet you do as well.  So let me tell you my plan.
My challenge is to create relationships … (0 comments)

 
Sales, marketing, and a few random thoughts will find their way onto these pages.


Links

Archives

RSS 2.0 Feed for this blog