Defending Yourself Versus Recognizing Opportunities for Improvement
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the […]
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the […]
It is incumbent of us, whenever possible, to get in front of our Guests as quickly as time allows. After all, once a Buyer’s Order has been signed, our Guests […]
Do all our Guests immediately understand what we are sharing with them? Unfortunately, of course the answer is “No!” This applies to even the most effective communicators, among us. We […]
Previously, we considered how we might encourage the Salespeople to properly prioritize their time utilization. This was done not only to benefit them, but of course ourselves, as well. Unfortunately, […]
Ever hear this rebuttal to your VSC presentation? Of course you have. Now it’s time to provide our Guests with a little perspective. I cannot recall a single deal in […]
What sort of sentiments are you telegraphing to your Guests? Is it… a.) I’m having a great month b.) no way, not another cash deal c.) I’ve got to be […]
More than a few years ago, as a Salesman, I would commonly field a Guest’s question, “Erik, what do you think about those extended warranties?” The response was always the […]
Field work provides plenty of inspiration for my training tips. I have wanted to tackle this topic for a long time, but found it difficult to formulate a process to […]
Educating may be defined as 1). Giving (someone) training in, or information on, a particular subject or 2). developing the faculties and powers of (a person) by teaching, instruction, or […]
Clearly I like to write about subjects tailored toward meeting and exceeding our Guest’s expectations and needs. Although a slight departure from the usual material, the subject of cancellations is, […]