Alan Ram's Blog – June 2014 Archive (2)

One More Thing

Sometimes the difference between making a deal, and missing a deal, is knowing one more thing to say. As a matter of fact, that’s the difference a lot of the time. If you know what to say to the customer, you sell them. If you don’t, your competitor is going to get their chance.

In 1989 or 1990, I was on the road selling workshops. I was visiting a big dealer in Northern California, trying to get him to send his people to an upcoming workshop and making absolutely no…

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Added by Alan Ram on June 24, 2014 at 6:32pm — No Comments

Great Players Rarely Make Great Coaches

One of the things that I think became readily apparent when the economy hit the skids in 2008 was the fact that a lot of the people that we call managers, really aren’t. When the economy is humming along and customers are pouring into showrooms, a lot of our deficiencies as an industry are masked. As a manager, as long as we’ve got plenty of customers on the showroom floor, everyone’s happy. Unfortunately that’s not a reality in today’s environment. What sales managers are doing when they…

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Added by Alan Ram on June 17, 2014 at 1:01pm — 6 Comments

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