A positive to emerge from the difficulties of 2020 is a greater respect for the Jan/San industry. The work done by those in our industry is important. We have always known that. Nevertheless, others sometimes perceive the industry as being less important than it is. That has all changed. The Covid-19 Pandemic has spotlighted our … Continue reading
the on-set of the Pandemic has accelerated the cultural shift and we have landed in a new world. Continue reading
One of the most important functions of sales leaders is to recruit, train, coach, and ultimately develop productive salespeople. I have a quote by someone (not sure who) in my #Evernote stack that says, “People make the difference…between success and failure…mediocrity and greatness”. This truth is never more evident for a company than when recruiting … Continue reading
Sales leaders are always discussing how we can get more production from our teams. There are many different things we discuss. Prospecting, follow up, presentation, closing, and the list goes on. All these are a part of it, but I am convinced that one element is critical. It is the establishment of a proper prospective … Continue reading
My last article spoke to a common situation experienced by inexperienced sales reps. Specifically, how suspects (someone we contact on a sales call that is not yet qualified to be a prospect) will often try to get rid of the sales rep by brushing them off. The specific brush off I discussed was the “Just … Continue reading
Most of the time the new rep salivates at the opportunity to do the quote! Why wouldn’t they? Isn’t this a clear buying signal? In their mind, it is. But not really. Continue reading
The Law of Reciprocity dictates that to receive we must first give. For salespeople, that means we must find a way to bring some benefit or benefits to a prospective customer. Continue reading
It’s funny what you notice and don’t notice in your world. Continue reading
thoughts are powerful things…they can be the spark that ignites plans to realize the desire of your heart Continue reading
Yesterday I spoke with a couple of close friends from way back just to say Happy Father’s Day and to reconnect. I also visited my Dad and immediate family that evening. This type of connection causes me to reflect on gratefulness. I realize there are many people who have helped me over the years as … Continue reading
