Tag Archives: Sales Excellence
Jerry’s Laws of the Universe: #1—You Get What You Give
We are all familiar with the law of gravity: what goes up must come down. But there are other laws/rules that I’ve found to be true—they are not actual physical laws like the law of gravity, but these are ideas … Continue reading
The less you care about the sale, the more you sell?
“The less you care about the sale, the more you sell.” I remember when I first heard that phrase — it really confused me. After all, if I really don’t care about making the sale, it is going to be … Continue reading
To Succeed in Selling, Think Sports!
You may not realize it but when you compare selling and sports, they are opposites. Most folks would be surprised at that statement. I’d say it’s a matter of perspective. Analyze the game of nearly any professional sport and you’ll … Continue reading
One Question Leaders should Ask Sales Managers
As leaders, we expect quite a bit from our sales managers. And I’d be willing to bet that we are not giving them all the support and training they need to excel. One of the best sources that can guide … Continue reading
He Never Made Me Think
“He never made me think.” That comment certainly surprised me. I was just concluding a sales call with my rep when the doctor said, “You have a great representative here, but you know something? He never made me think.” It … Continue reading
PPSR: One District’s Selling Mantra
If you ask anyone who worked for me when I was a pharma sales manager (over 20 years ago) what PPSR refers to, odds are they’ll still remember and be able to rattle off: Profile, Plan, Sell, Remind. That was … Continue reading
Are you telling or selling?
When I read the title of the blog “Diversity Training Doesn’t Work”, I thought it might provide some tips that could help us improve our training programs. Instead, it provided some insight as to why our Thinking Like a Customer … Continue reading
Responsibility for Developing Business Relationships
Paraphrasing from Dale Carnegie, dealing with people is likely the biggest and most common problem you face in business. This is especially true for sales people for to be able to sell, to influence people, you need to be able … Continue reading
The Curse of Knowledge
In their book Made to Stick, Chip and Dan Heath talk about the concept of providing too much information as the “curse of knowledge”. Too much knowledge can become the culprit in hobbling sales performance. I recall a story that … Continue reading
Assert Control
Assert control is the final part of our discussion of the three major characteristics that great sales reps possess. To be honest, when I first read this, I had a problem with the phrase “assert control”. My philosophy about selling … Continue reading
