Make an IMPACT!

"One of the main areas that I have found myself coaching salespeople the past few months is IMPACT.  I contend that, although it is important to be the best that you absolutely can be in every interaction with a prospect, customer, or client, you do not have to be the best that they have ever seen.  You don't have to be the smoothest talker.  You don't have to be the silver-tongued devil that has an answer for every question. You do, however, need to make an IMPACT!  What does that mean?"

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Sell The HOLE-Not the Drill!

"Every time I run a session, whether with sales managers and CEOs or with salespeople, I ask the question:  What do people buy…benefits or features?  Without exception, there is a pause and then the word benefits sneaks out. (Like they are not sure)  YES!  Benefits are what people buy!  I don’t want your product!  I don’t care to own your service!  I simply want the benefit of what owning it does for me!"

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The Top Ten Assumptions That Can (And Do!) Kill Sales Careers

"Be careful what you assume.  Pre-conceived notions ring the death bell more than anything for a sales career. In today’s marketplace where there is more access to information, more knowledge about pricing and competition, and quite frankly, more choices for your prospects, customers, and clients, salespeople need to make all the right moves…ALL THE TIME!  Here at Sales Coach International, we are carrying around the banner that says 'Assume Nothing'.  In order to illustrate the importance of this, here are the top ten assumptions that salespeople can make that can often kill their career:"

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Please Take My Call

"For many people in the profession of sales today, the job of prospecting to set up a meeting is about as exciting as a trip to the dentist.  (And more painful too!)  Although the art of prospecting into accounts is imperative to the success of so many salespeople, it is the number three skill that most say that they need help with right behind closing and time management!  As salespeople, we face a myriad of screens and gatekeepers that make our jobs much more difficult than we would like."

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The Lost Art of Listening

"Have you ever noticed that your ears don’t shut but your mouth does? The former CEO of GM, John Smith, once said, “We listened to what our customers wanted and acted on what they said. Good things happen when you pay attention.” Often salespeople attend seminars and read books about how to give professional presentations; how to get your point across; using power phrases that sell etc. etc. It seems that as sales professionals we are constantly working on better ways to say what we want to say. Although all of this is important, what I notice getting lost on most salespeople of today is the tried and true art of listening."

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