Your customers have an education dilemma. On the one hand, they can easily learn (via internet and social networks) about what they want, how much it costs and where they should get it. On the other hand, they often don’t know what they haven’t thought to ask. A trend in selling over the past five
I arrived with great suspicion at the baseball card shop on 98th and Lyndale last week, hauling five years of my childhood from the trunk of my car to the feet of the shop’s owner. I was burned by baseball card trades in my childhood, so I fully expected this guy might try to take
In the hours before I sat down with my client for a sales conversation, here’s what I had been thinking: I’m really busy delivering work right now. I’d like to sell more work in the coming months. I’m tired of traveling and want to get some good sleep. Here’s what I’m pretty sure the client
My favorite partner at Accenture (my brother-in-law) likes to say that “delivery trumps all else.” He’s right, but “delivery” is only your ticket to play. People who do good work and also sell their work have far greater control over their success than those who just do the work. In other words, the winner will
Last week my two 8-year old boys hit the streets to sell pizzas. They agreed that the money should be raised to pay for their involvement in hockey, and they seemed to understand that it was good to learn to sell. Most of all, they were excited about the $1 commission they’d get on each
Following last week’s post about finding and attracting clients, the question has surfaced: What personal attributes are critical to implementing an effective client pursuit plan? Sure, you have to be a good communicator, build relationships, organize your activities and have a good attitude…but what do you need to do to play in the big leagues?
Longtime readers of my blog know there’s one element that’s central to every post I write: being human at work. It seems obvious, but sometimes we forget that core common denominator in everything that’s important. And that’s why my blog is about “leading as a human being rather than a human doing.” Recently, I’ve had
We’ve been to the same furniture store four times and still haven’t bought a couch. Every visit we leave feeling overwhelmed with our choices. As the salesperson learns more about us, she presents more options—bedding, curtains and pillows to match! In her passion to present everything we might need, she’s driving us further and further
Last week, I introduced a four-step process for growth that I’ve seen work effectively in a variety of situations. But I realize taking the steps is often easier said than done, particularly when big obstacles stand in your way. That was the situation Beau Garrett faced four years ago. He’d just taken on the role
Imagine this is your job description: Must interrupt people, usually unsolicited, and try to get them to change or be interested or, most importantly of all, part with their money. Will need to constantly prove yourself, and the people who hold all the cards will often treat you with arrogance in return. To be successful,
Matt Norman is president of Norman & Associates, which offers Dale Carnegie Training in the North Central US. Dale Carnegie Training is a global organization ...READ MORE