Getting Your Salespeople to Set and Achieve Higher Goals for Themselves
I have liked bottom up goal setting ever since my manager and I had this conversation when I was a new Radio rep: Bill: How much do you want to make next year? Jeff: $100,000. Bill: What would you do...
View ArticleHas This Ever Happened to You?
Jeff Bacon is a seller for Rich Broadcasting in Sun Valley Idaho who has many years of successful selling experience. He wrote about an experience he had this week. You might benefit from our exchange:...
View ArticleThe Five Elements of a Productive Question
Everyone loves to buy. Shopping can be fun, but can also be frustrating. . . particularly when you sell for a living, and/or teach people to sell. Recently I was tasked with the job of securing a new...
View ArticleWhat’s the Worst That Could Happen?
Motivational speaker Les Brown instructs his audience, “Raise your hand if you’ve ever come up with an idea to do something, and before you could take one step towards it, you, yes YOU, talked yourself...
View ArticleNo Way — A 90% Conversion Rate? Yes Way, This Way
“Mr. Fisher, have you seen the video yet? (What video?) If you had, you’d remember. Mr. Fisher my name is Jeff Schmidt, and our company has just secured the latest research about how to effectively...
View ArticlePerforming Sales Pipeline Angioplasty
In this excerpt from The Accidental Sales Manager, Chris Lytle shares powerful sales management ideas that can make you more effective. Dead and dying deals are currently clogging your salespeople’s...
View ArticleThe Magic Email
In this excerpt from The Accidental Sales Manager, Chris Lytle shares powerful sales management ideas that can make you more effective. When a customer didn’t call me back, I sent the following magic...
View ArticleDo You Make This Sales Training Mistake?
In the mid ’80s, I toured the country with a 1-day seminar, Radio Sales $101. Get it? It was an entry level (101) sales course and we charged $101 for it. We averaged 35-40 people per session. It was a...
View ArticleDo You and Your Salespeople Believe in Advertising?
She is a sophomore and I am a junior in college. It was Christmas and I wanted to impress her with a ring for Christmas. (Not an engagement ring, but more than a friendship ring). So, of course, I head...
View ArticleGot a Minute?
Let’s start with this truism: Management is a series of interruptions which are constantly being interrupted by more interruptions. The most common interruption is the “Got-a-minute? meeting.” When you...
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Quit Making Calls. Start Doing This Now.
Excerpted from The Accidental Salesperson 2nd Edition Are you willing to work with me on a calendar basis? Quit making calls.” Not the sort of sales advice you expect from a book that purports to tell...
View ArticleWin Back Lost Customers Now
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View ArticleCould Sales Success Really Be This Simple
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View ArticleApologize Your Way to Success
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View ArticleWhen Playing Dumb Is Smart
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View ArticleStop Caving. Start Negotiating.
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View ArticleA Quick Way To Be Better Than a Competitor
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View ArticleGetting Hooked on Hopium
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View ArticleHow To Talk About Your Job
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View ArticleWhat Works In Selling Today and Why
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