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Sales Meeting Minute

Fatal errors and results

Sep 23, 2015 / 5:00 am

Successful sales managers are leaders. Knowing how to inspire, motivate, coach and hold sales people accountable for their behavior is the foundation for...

Avoid judgmental messages

Sep 9, 2015 / 5:00 am

Did you ever have a conversation with a prospect who suddenly, and for no apparent reason, became unreceptive to perfectly good advice? It happens to many...

Agree to ask questions

Aug 26, 2015 / 5:00 am

The STORY: I think, said Janet to herself, that I just figured out a solution to my problem of letting the prospect run the meeting. With that thought in mind,...

New way to prospect

Aug 12, 2015 / 5:00 am

Frustrated with prospect calls but want new business? If you don't have a process for these calls, perhaps now is the time to adopt one that works... Does...

Are you prepared?

Jul 15, 2015 / 5:00 am

All too frequently, sales people schedule appointments and then forget about them until the day before the scheduled dates. Do you? Is preparation a last minute...

Active listening

Jul 1, 2015 / 5:00 am

Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt...

Money issues first

Jun 17, 2015 / 5:00 am

So your prospect asks you for a proposal so she can get budget approved, what do you do? On one hand it sounds really positive. Your prospect wants to get...

Penetrate the smokescreen

May 20, 2015 / 5:00 am

Has this ever happened to you? You’re in the middle of your second or third “good discussion” with a prospect. Everything’s going great....

Sales Poodle wanted

May 6, 2015 / 5:00 am

Do you have a customer or prospect who treats you like a some sort of Sales Poodle? A Sales Poodle believes that his job is to satisfy the customer. The...

Do you dare to dream?

Apr 22, 2015 / 5:00 am

I have never been able to understand why some people can only see as far ahead as the end of the current day. Instead of aiming for long term goals, they just...

Customer retention

Apr 8, 2015 / 5:00 am

It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer. Add to that fact a sluggish economy...

Stay out of sales limbo!

Mar 25, 2015 / 5:00 am

Have you ever had a series of good meetings with a prospect … gathered all kinds of information … and given what you thought was a great...

Arrogance sank the Titanic

Mar 11, 2015 / 5:00 am

"Captain, Titanic – Westbound steamers report icebergs and field ice in 42 degrees North from 49 degrees to 51 degrees West, April 12. Compliments,...

Are you asking the right questions?

Feb 25, 2015 / 5:00 am

Have you ever had this happen to you? You are in the middle of your second or third good discussion with a prospect and everything seems to be going great. The...

Don't tolerate weak links

Feb 11, 2015 / 5:00 am

When business is slow, weak sales reps can be more easily exposed. But if your company is doing well presently, you may have salespeople who appear to be...

Service fit makes happy employees

Jan 28, 2015 / 5:00 am

Finding the right employees for the front lines of your company is key to developing a great service attitude within your company. It is just as important as...

Is this service?

Jan 14, 2015 / 5:00 am

Recently, I came across a letter of complaint to the head of a huge international furniture organization from a dad buying his daughter a bed. He had ordered...

Salesperson's failures

Dec 31, 2014 / 5:00 am

Can we as sales managers take credit for our salespeople’s success? How about their failures? Gather a group of sales managers and the conversation...

Managing your sales team

Dec 17, 2014 / 5:00 am

Managing a sales team can be quite a challenge. Harnessing individual personality preferences and getting everyone focused on the same goals, moving at the same...

Before you cut your price

Dec 3, 2014 / 5:00 am

When you cut a deal to get the business there are consequences. How far are you willing to go to close a sale? More importantly, have you debriefed what led you...

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