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Monthly Archives: April 2010

The Commitment Staircase

April 28, 2010 – 11:13 am

As I mentioned in my previous post, I wanted to channel the energy I saw in a customer’s sales force away from annoying the customer by closing at inappropriate time to adding value to the process. All of the sales people had been taught to close all the time, but when selling more complex products […]

By John | Posted in Closing | Tagged , , , , | Comments (0)


Closing Sales

April 28, 2010 – 10:46 am

Closing is a very interesting topic for sales and the whole business. I recently got a call from a Sales Director who said he said he wanted a 1-day closing course for his sales team because they just couldn’t close. As I tried to drill down into the detail, he got quite exasperated, and said […]

By John | Posted in Closing | Tagged , , , | Comments (0)


The Role Of The Sales Manager

April 26, 2010 – 10:59 am

Have you noticed over the last few years how the role of the sales manager has changed?  In the good old days, the sales manager’s mantra would be “how can I help you win the business”, “what resources do you need to win the business”; “can I speak to your contact’s boss to develop the […]

By John | Posted in Sales Management | Tagged , , | Comments (0)


Going Over your Current Contact’s Head

April 22, 2010 – 5:18 pm

This is a follow up to the Blog about Why Sales People Don’t Call High and the number one reason I hear from sales people for not calling high is that they don’t want to upset their current contact. So let’s think about this. Why don’t sales people want to go over their current contact’s […]

By John | Posted in Executive Selling | Tagged | Comments (0)


Why Sales People Don’t Call High

April 21, 2010 – 11:01 am

Many sales people seem to be happy to slug it out with purchsing on price, without ever considering the alternative – Sell! Yes, that’s right, actually pick up the phone to key decision makers and sell. To introduce this topic and debate why this happens in my workshops, I often run a team quiz based […]

By John | Posted in Executive Selling | Tagged , | Comments (0)


What Customers Want From Sales People

April 20, 2010 – 9:33 am

Do you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]

By John | Posted in Customer Focus | Tagged , , , | Comments (0)


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