Field Sales

How to Quickly Establish a Relationship with a Prospect

How do you quickly establish a relationship with a prospect?

How do you quickly establish a relationship with a prospect? So you got the meeting. You’re in the door, but you quickly realize as you go through discovery that the decision maker has a completely polarized point of view. You believe that they need to think completely differently about how to solve their problem and…

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No One Is Interested In Your Photo Album

I have a friend who is loved by everyone. Let’s call him Bob. He will probably read this blog (that’s the kind of friend he is), and I don’t want him to get a big head (or offend my other two friends). I’ve seriously never met anyone who has an unkind word to say about…

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Who Said “No”?

I hate the phrase, “Never take no for an answer.” It’s a sales philosophy that confirms the decision-maker’s preconceived notion that sales reps are pushy, arrogant, and self-centered. But here’s what I do agree with: never accept no from someone who can’t say yes. That’s not original with me but I like the sentiment. I…

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What Do You Really Want?

It’s a good question. Some of us have an easy answer while others of us struggle quite a bit to describe what we really desire. Either way, the answer to that question is usually the prevailing theme of our day whether you’re at work, dinner, or even on vacation. If you’re like me you constantly…

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The Element Of Surprise

I enjoy comedy. Of course, I have my own preferences when it comes to “good comedy.” For late night, I’m a Jimmy Kimmel guy with Conan and Fallon close seconds. Sitcoms – it will be hard to ever top Seinfeld. That said – last week’s end to The Office was a special moment for this…

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What I Learned From A Golf Pro

In the last 15 years of working with sales coaches I consistently see a fundamental gap in their coaching process – a step so critical to change, that if you skip it, your coaching investment will yield little to no results. This was brought to mind when I recently signed up for a personal coaching…

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Drop The Rope To Make The Sale

I have a couple of calls on my calendar today – they couldn’t be more different. In one of the calls I am in the role of the seller. I have a solution that I truly believe would be extremely beneficial to the “buyer.” I’ve reached out to him a couple of times and he…

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