What’s Your Product Worth?

by .(JavaScript must be enabled to view this email address) | on March 11, 2010 | about Coaching, Attitudes, Beliefs & Inspiration, Managing Processes | 0 Comments

Last week Chuck Balcher (see his blog), on LinkedIn, offered this question to sales professionals.

“What’s it worth? “When selling your product or service, what is it worth to the person you are trying to sell it to?”

Years ago, Ron Willingham, author of Integrity Selling and a mentor of mine, said that there were 4 Dominant Buying...

A Simple Sales Plan Model

by .(JavaScript must be enabled to view this email address) | on October 10, 2008 | about Coaching, Managing Processes | 2 Comments

Time is always flowing.  It’s always getting away from us. 

The other day my bride and I saw a rerun of a George Carlson standup.  In his comedic routine, he did a few moments around this theme ... TIME.  And, one thing he did was particularly funny.  It was about the concept of NOW.  He pointed out to the audience as only Mr. Carlson could...

How Do Salespeople Remain Relevant?

by .(JavaScript must be enabled to view this email address) | on August 02, 2008 | about Coaching, Attitudes, Beliefs & Inspiration, Managing Processes | 1 Comments

Salespeople remain relevant to a buyer depending upon how well they practice the consultative sales process.  In theory, a sales conversation “can be” 100% relevant if the steps below are practiced perfectly.

But, tada!  That’s why we practice in sports and in sales ... to keep striving for greatness.

First, how does a salesperson remain...