Rx for Sales Effectiveness ----- The Purple Pill

If you could give your sales force a “Purple Pill” that would boost their effectiveness by 25% or more, would you do it? No prizes for guessing how a typical sales manager would answer this question! Sales professionals are high-energy, fast-thinking, opportunistic people. If they are good, they often shoot from the hip and take calculated risks. They can be called mavericks and that’s a good thing. It takes a little “maverick” in the blood to be effective in the world of professional sales.

Does Six Sigma Need to Have the Support of Upper Management?

Have you ever had the unfortunate experience of working where management does not fully realize or understand the value of investing the extra time and effort required for quality improvement? Such an experience is certainly not uncommon.

Appreciate to Motivate (Five Keys to Successful Team Building)

Learn how to appreciate your employees and motivate them to achieve more success.

Sticky Conversations

Everyone in business has to at some point face the inevitable of the uncomforable conversation with someone. These are some tools to prepare even the most timid or novice among us. It may not make someone into a tiger, but it will give someone the insight into the process to survive one!

Higher Prices Lead To Higher Profits - Part 1

Cutting your prices is more expensive to your bottom line than you might think. Discover the pricing strategies that can add zeros to your bottom line. Part one of a series.

Mobile Car Wash Sample Contracts

Many mobile car wash owners believe that when they get started they need lots of contracts with companies, buildings and property managers to get exclusivity to wash cars. And it would be smart to have several such contracts drawn up when they are asked for.

What's in Your Wallet-Ten Key Factors That Put More Money in Your Wallet as a Sales Pro

Remember the emerging role of the sales professional today is not to increase sales. Let me repeat that-your role today is not to increase sales. Your role as a sales professional today is to systematically and consistently increase the number of customers who choose you to be their #1 supplier- You must become-THE SUPPLIER OF CHOICE-which means you always get-THE FIRST CALL-and THE LAST LOOK!

Kids Shopping Cart Cars

Certainly by now you have seen those new ultra-long SUV type shopping carts, where the kids sit in the plastic car in front and pretend to steer down the isles? They are excellent for Store Managers as it keeps kids from pulling items off the shelves.

Best Price or Biggest Margin?

Explains why salespeople offend prospects and lose sales by trying to get the highest price possible in their proposals.

A Standardized Company Sales Plan - Good Idea or Bad?

Explains why attempting to require experienced salespeople to follow a mandated company sales plan will derail their success and cause high turnover.

Selling Is A Performance Art

Popular keynote speaker, best-selling author, sales coach, and President of Customersatisfaction.com, Dr. Gary S. Goodman, spent one remarkable day in the vacuum cleaner business, learning a very valuable lesson about sales performance.

How To Develop Higher Levels of Emotional Effectiveness For Greater Sales Success!

Extensive research validates that those who exhibit a high degree of emotional intelligence tend to be more fulfilled and productive.

The Evolution of Sales --- Review

Let’s face it, nothing new has come along in the last 20 years that has redefined the selling process. There is no purple pill, no special process, no specific new tactic that, if applied, will guarantee success in sales. Sales success is still based on our ability to develop relationships with our customers. I still remember the first sales training course I took back in the 1970’s. It was called “Needs Satisfaction Selling” and the principles I learned in that class over 30 years ago still apply today. Well, if that’s true, then what’s the purpose and value of this book, Lone Wolf to Lead Wolf, you might ask. The answer is simple. Although there has been no revolutionary change and introduction of new tactics in the sales process (which are today identified as “Best Practice”), there has been an evolutionary change in sales methodology. Customers are much smarter today, more educated with higher expectations. Relationships with our customers are still important, but today that relationship is just the ante to play. Without it you aren’t in the game. Today that relationship buys you nothing more than the opportunity to meet all the expectations of your customers as defined by your customers.