Getting more referrals requires first doing the work to earn them and then asking for them! Join me and Lynn Whitbeck of Petite2Queen as we discuss ways to earn and receive more referrals – starting today! Lynn Whitbeck is the founder and CEO of Petite2Queen. Building on her 30 year successes Read more…
Let’s talk about Sam. Sam is a great saleswoman. Sam has one product to sell, Green eggs and ham! In his critically acclaimed, 1960 business development case-study, “Green Eggs and Ham”, Theodore [Dr.] Seuss Geisel introduced one of the most challenging, real time, sales training scenarios; one which every sales Read more…
It’s no secret that today’s retail customer has access to infinitely more information on products and services than ever before. Manufacturers, retail outlets and third party reviewers alike are creating an information landscape which is tilted in the consumer’s favor. A Google search for any product will yield pages and Read more…
I’ve been challenging my clients with a simple question… Are you leaving money on the table with your overall sales process? I’m still surprised at how much pushback I receive. Let’s Get To Work Seasoned sales professionals explained all the things they did and all the ways they sold that made them successful in the Read more…
Recently I took on a new, very reluctant client. As the perennial top salesman in his region and one of the elite in his company, he came to me with a great deal of confidence and deserved pride about his production. His area VP of Sales recognized that this sales Read more…
Imagine a retail sales team with a huge sales quota due in two weeks. Successfully meeting this quota will catapult the team members’ careers and dramatically increase their checkbook balances! Failing to hit their numbers within the 14 day window will set the stage for team realignments and terminations. With Read more…
There is a retail customer for whom value is not a concern, quality is an innocent bystander and the lowest price is the sole focus. This customer has unrealistic expectations fueled by ill-informed confidants and the the latest “Never pay retail price for anything” article. Even worse is when the Read more…