JM

H.U.G. Your Sales Reps

Do you H.U.G. your sales reps? Not literally, I mean figuratively. In 2003, Jack Mitchell wrote a book titled, "Hug Your Customer." In his book, Jack's definition of hugging isn't the touchy-feely kind of thing. He says, "It's a way of thinking about customers." I'm adapting his idea to, "It's a way of thinking about your salespeople." Here's what I believe a H.U.G. represents. H - Helping your sales representatives... (posted by JM 1 year 23 days ago.)

Using Compliments To Make People Feel Good

A few years ago I spent three days in St. Louis attending the National Speakers Association Winter Workshop. I arrived late Friday afternoon and my luggage arrived late Sunday afternoon. Had that happened to me 15 years ago I would have gone "Ballistic" for the entire weekend. I must be growing up because I treated the "Entire luggage thing" as an inconvenience and a minor one at that. During one of the... (posted by JM 1 year 93 days ago.)

Two Types Of Salespeople

Actually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He usually... (posted by JM 1 year 93 days ago.)

Upside Down Salesmanship

Upside down salesmanship was the title of a book that never got written 30 years ago. It's a long story and I won't bore you with the details. I like the title because it accurately describes how I think about the art of selling. Selling seems to come naturally to lots of salespeople. This isn't a bad thing and definitely isn't a good thing either. The things you do instinctively and intuitively may not be the... (posted by JM 1 year 171 days ago.)

Sales Tips On Cold Calling

Cold calling sales tips is something I decided to write about after reading an article in Inc. Magazine. The article was about David Rosen. He sells $500,000 worth of wine a year to private individuals across the country. This guy loves and lives on making cold calls. David is extremely enthusiastic about his work and about the wine he sells. Aside from his enthusiasm I really like the simplicity of his approach... (posted by JM 1 year 204 days ago.)

Don't Be A Finger Pointer

Are you a sales leader and sales manager or a finger-pointer? Anybody can be a finger-pointer. Are you always accountable for your actions? Do you take responsibility even when it's not your fault? Are you setting the right example for your salespeople? Last week my wife and I went to one of our favorite restaurants - the Stonewood Grill & Tavern. We've been there many times and have always enjoyed the food... (posted by JM 1 year 251 days ago.)