The “Born Salesman” Myth
Probably no myth is more pervasive than the idea that there are “born” sales people. What a crock. Granted there are some people who seem to naturally have the attributes…
Customer Service
Coaching Sales People
All the books you’ve read, all of the “rah-rah” rallies you’ve attended, all of the workshops you sat through don’t mean squat if you don’t convert the knowledge into skill.…
Beyond Consultative Selling
Selling may be simple but consulting is hard — and it’s different! You’re kidding yourself if you think you can hire a “sales trainer” to teach your sales people how…
“Courting” the Customer
What’s your “pickup” line? “Hi sailor, been in town long? I’m a Libra, you must be a Capricorn.” For a business, the pickup line for buyers might include the trigger…
Great Sales People Are Great Fishermen!
Most sales people have problems with closing because they don’t understand the Big Secret of selling. They think you close the sale by asking for the order. Wrong! You close…
Selling to a Higher Purpose
How often have you heard the sales gurus talk about the “pain and gain” issues in selling? And how to identify those sensitive targets as buying motivations and sell to…
Hiring Sales People…Getting Behind the Mask
The hardest hire you will ever make is finding and hiring a good sales person. Sales people are trained to mask their behaviors and feed a prospect what they want…
Employee Internet Usage Policy
Do your employees spend, what seems to you to be, an inordinate amount of time on the internet at work…whether during business hours or their personal time? Ever wonder what…
Real-Time Workflow
Do you want to provide superior customer service to your clients? Do you want to improve productivity? These are proven results that you too can achieve by implementing the Real…
Sample Office Technology Policy
Some folks from the CIRMS group discussed below presented a paper at a recent seminar on Telework Risks and Liabilities. Within that paper was a sample Office Technology Policy. They have…
