One Sunday, my wife and I were working around the house, and the doorbell rang. My wife went and answered it. She returned in a minute and said, with a little emotional tremor in her voice, “There’s two boys at the door, and you need to go talk to them.” When I got to the…Details
This is the first video in a series about how to plan your sales for the upcoming new year. Many businesses review their business plans and re-do their marketing plans, and many fewer businesses actually develop an organized sales plan to determine who they will sell to and how they will do it. Sales planning…Details
Your value statements are an extremely important part of your sales conversation. It’s important to craft effective value statements that convey to your prospects exactly what you can do for them. That’s what they want to know about you…what’s in it for them if they become your patient or client? It’s interesting, then, that most…Details
Charlie “Tremendous” Jones, was one of the most successful life insurance salespeople and sales managers in history and an unbelievably great motivational speaker. Charlie taught that there are really only three major decisions that we make in life. All other decisions are merely minor details that flow from your three major decisions. Here are…Details
As almost everything in life, the art of selling changes on a regular basis. In my 43 years in sales, I’ve seen massive changes occur in the way sales are conducted. If a salesperson doesn’t keep pace with the changes, it almost certainly means that a reduction in sales and income will follow shortly. One…Details
The story in this video illustrates how showing your prospects exactly what’s in it for them will increase the number of people who say yes and buy your product or become your clients.
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