Submitted by Jill TibbelsNovember 13, 2014 - 2:48pm
Many years ago, Dr. Karl Menninger of the world-famed Menninger Clinic in Topeka, Kansas, was asked the question: "What would you do if you feared that a nervous breakdown was coming on?" Without hesitation Dr. Menninger said, "I would find somebody with a bigger problem and get involved with helping him solve his problem; in the process I would forget about my own."
Submitted by Jill TibbelsSeptember 4, 2014 - 3:38pm
I'm certain you've heard that phrase used many times. Almost without exception, it refers to an outgoing, personable, gregarious individual who is a veritable chatterbox. In reality, that stereotype no longer fits the sales profession, if it ever did. Actually, there is no such thing as a "typical salesperson." Sixteen-year-olds can be exceptionally good at selling and 80+year-olds can be sharp and effective. They come in all sizes, shapes, colors, and they can be either male or female.
Submitted by Jill TibbelsAugust 21, 2014 - 10:47am
Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering.
Purging your pipeline regularly keeps you honest with yourself. To do so, get in touch with your long-term prospects to see what's happening. Find out if they're still serious about making a change, and if so, realistically when.
Submitted by Jill TibbelsDecember 20, 2013 - 1:23pm
What if you were at risk of losing your best customer?
It’s time to get your thinking cap out again. I’m here to stretch you out of your comfort zone so you can see things in new ways. Today we’re going to look at your very best customer – the one you love working with and who contributes a fair share to your income. Got it?
Good, because now I want you to put yourself in your competitor’s shoes. You want this account really badly. And you know who’s currently got the business.