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Competence provides confidence PDF Print E-mail
Written by Marvin Montgomery   
Monday, 18 March 2013 10:17

I recently shared with the participants of a company training I was conducing the importance of product knowledge, knowledge of the company and knowledge of any policies or procedures that may relate to them.

 

Without those competencies, it’s impossible to be as confident as you should be with your customers. And customers today are extremely savvy, having instant access to this information on the Internet – they may know just as much or more than you do.

 
What’s your nervous number? PDF Print E-mail
Written by Marvin Montgomery   
Monday, 11 March 2013 09:05

During a recent training session I was conducting on overcoming price resistance, one of the participants shared with me that some salespeople have a “nervous number.”

 

That’s when the dollar amount of the sale causes you to become so nervous, the first thing you do is either immediately give a discount or bring someone else into the sale to reduce the price.

 

Do you have a nervous number? Or, have you learned not to panic no matter what the price of the product or service is?

 
3 steps for neutralizing anger in the workplace PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 05 March 2013 17:02

 

We all know that children have a remarkable capacity for learning. Their brains are often likened to sponges: picking up new language daily, effortlessly mimicking what they observe and understanding at a young age the connection between behavior and consequences.

 

I’ve been reminded of this lately as I watch my daughter and her young son, who is not quite 3 years old. She’s been patiently teaching him new ways of thinking and behaving toward his little brother. I’ve been amazed at how my grandson’s behavior is changing as a result. Rather than viewing his brother as a rival, he’s learning to be gentler and more loving towards him. And instead of escalating situations when he gets angry or frustrated, he’s learning to calm himself down before he gets too upset.

 

All of this toddler watching has gotten me thinking about adult behavior.

 
How to manage a sales team with different personalities PDF Print E-mail
Written by Dave Harman   
Monday, 04 March 2013 17:38

Managing a sales team can be quite a challenge. Harnessing individual behavioral preferences, getting everyone focused on the same goals, moving at the same pace, and working in collaboration to develop business opportunities is a major — and some would say, impossible — undertaking.

 

Let’s assume each member brings something different and valuable to the team — something that enhances the team’s ability to understand an opportunity. But, at the same time, each is pulling in a somewhat different direction. It’s easy for any one of the members to feel misunderstood or ignored.

 

How do you manage to get your team to work together?

 
Give yourself permission - don't ask for it PDF Print E-mail
Written by Marvin Montgomery   
Monday, 04 March 2013 17:28

Are you still in the habit of asking for permission in sales situations? If the answer is yes, you are putting yourself in a position of postponement for an undetermined period of time and extending the sales cycle.

 

During a recent preparation and practice session I hosted, the individual playing the role of the customer said that he would call the salesperson back no later than Friday. The salesperson said, "Great, I look forward to hearing from you."

 

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