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Arthur Ashe, Muhammed Ali, Elvis Presley and Free Booze

 

It was 1966. A group of West Point cadets was taking a PE class, volleying tennis balls on the courts in the south east corner of The Plain, opposite the old stone library. A skinny, black second lieutenant moved among them offering words of encouragement…

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Step Two of the Sale Combines Two Paths

Qualification and the Needs Analysis

 

Here is another excerpt from a course I teach to beginning salespeople. I think some sales managers out there might find it useful.

 

The second step of the sale combines Qualification and Needs Analysis. Taken separately, Needs Analysis assumes a…

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I started some advice for Nancy Simmons in another section and it grew into a story I think some of you might find interesting.

Nancy is developing tailored CRM software for a client. I had the opportunity to do the same thing for my own dealership twenty years ago. Here's my advice and story to her:

At the point at which a prospect is willing to identify themselves to a dealership as a prospect they become HOT prospects, all of them. They may be saying I'm not currently in the…

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I am posting some parts of a course I teach to beginning salespeople in the hopes some members will find it useful. I meant to put up this post last week, but the launch of my novel, Old Scores distracted me. For any of you who might wish to read my novel, you can find it on Amazon as an eBook here or through my blog here.

 

The Steps…

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Here is another post from a course I teach to new salespeople. Many of you may find it useful.



The Daily Routine

a. Start with the End in Mind

b. The Today Sheet

c. Mental Preparation

d. The Inventory Walk

e. Prepare for Appointments

f. Sales Followup.

g. Lead Followup

h. “Bird Dogs” and Industry Referrals

i. Prospecting

j. Product Knowledge

k. Contests and Incentives

l. Collect People

m. Being Sociable Without Being… Continue

Here is a post from a course I teach to prospective salespeople. Properly grounding newbies is important to starting them on the path to success. You may find parts of this useful when you begin to train new salespeople.

Why Become a Salesperson – Part Two

Here are some sales duties and responsibilities common to most organizations. Starting your new salespeople out with an understanding of these will help.

A. Deportment and Timeliness: You must be on time, all…

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Here is a post from a course I teach to prospective salespeople. It never ceases to surprise me how little most people understand about the profession of selling. Properly grounding newbies in their purpose is part of starting them on the path to success. You may find parts of this introduction useful when you begin to train new salespeople.

 

Why Become a Salesperson – Part One

 

Selling, salesman, sales clerk,…

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