Aaron’s information and techniques on sales for professional services will improve the success rate of our participants. (more…)
Archives
Archive for July, 2009
Greater Greenwood Chamber of Commerce
Friday, July 31st, 2009
What a wonderful presentation today! So much positive feedback from our members! (more…)
Leadership…an Overused Word
Monday, July 27th, 2009
I was recently speaking to a group of Professionals and when it came time to discuss topics the director mentioned “Leadership.” After asking a few questions about why she asked me to talk about leadership we agreed on a topic that would provide benefit to her group. (more…)
Where's the Emergency Exit?
Monday, July 27th, 2009
After the lights go out in the movie theater, in that moment of darkness before the screen lights up, the only things immediately visible are the EXIT signs above the doors at the sides and back of the theater. Then, when the screen begins to glow, what do you see? The following message: “In case of an emergency, walk — don’t run — to the nearest exit.” (more…)
Cold Call Rewards
Monday, July 20th, 2009
You can’t win them all — at least, not when you’re prospecting. Not everyone you call on will need or want your product or service. Some will need what you have to offer, but not now. Others won’t know that they need what you’re selling, even though you’re certain that they do need you.
The reality is that you are likely to have more unsuccessful calls — calls ending with turn-downs and put-offs — than successful ones. But you can learn something from the unsuccessful calls that will contribute to a win down the road. (more…)
Crossroads Communication
Monday, July 20th, 2009
We have had the same business for the last 18 years and although we have consistent progress, we were hammered in the recession that began in the fall of 2008. Our failure, we did a poor job in preparing our sales people for the drastic change in economic conditions. (more…)
Progress not Perfection
Monday, July 20th, 2009
Goals……to me it feels like a word that is often misused (especially in sales). “My goal is to increase my sales this year” or “my goal is to start making cold calls” or “My goal is to stop accepting think-it-overs.” When you look at the goals you have relative to your sales world do you have the following key components: (more…)
The Pre-Call Plan
Tuesday, July 14th, 2009
Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Sales superstars make sure that they are prepared to uncover any pitfalls for the exact situation that they are about to encounter. Ideally, they review their strategy with a third party and tweak how they plan to guide the meeting. This plan maps out what needs to be accomplished at the sales call and how to achieve it. (more…)
Close the Sale or the File
Monday, July 6th, 2009
For many salespeople, there is an inverse relationship between the size of their pending file (filled with opportunities they are pursuing) and the size of their commission checks. The bigger the pending file, the smaller the amount of the commission checks. (more…)
Balance
Monday, July 6th, 2009
Balancing our everyday lives can be one of the most difficult things we do. Some loosely describe their version of balance as “spinning plates or fighting fires,” but who really wants to have a reactionary version of balance? Not me. Consider that the key to balance is the avoidance of extremes. (more…)
The Tipping Point in the Sandler Selling System
In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.
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