A Salesperson’s One-Page Business Plan
Posted by Cathy Atkins on Wednesday, December 7th, 2011 Categories:
Do your salespeople see themselves as mini-entrepreneurs? They should. Being a salesperson is like running a “business within a business.” You can guide them to that mindset by having them write their own personal one-page business plan. It will help them understand how their efforts contribute directly to the bottom line, see more clearly how [Click Here]
A Double Dog Dare
Posted by Cathy Atkins on Tuesday, September 28th, 2010 Categories:
We just completed our first official foray into school fundraising. After the school assembly a few weeks ago, my 12-year old came home excited. She waltzes in the door with catalogs, an order form, and a plan. Of course, I helped her prepare. (Hey, what can I say…I’m a sales trainer.) We planned her route [Click Here]
Don’t Present Until You’ve Earned the Right
Posted by Cathy Atkins on Thursday, July 29th, 2010 Categories:
Sometimes salespeople just piss me off. Have you ever felt that way? I accepted a phone call from a telemarketer on Monday. She went into her information dump on the phone. I listened politely, waiting for her to come up for air. I then explained that I was not interested in her product at this [Click Here]
Thank You, Dear Prospect!
Posted by Cathy Atkins on Tuesday, June 15th, 2010 Categories:
I ran across this in some old Sandler “No Guts, No Gain” material and thought I’d share it with you. Please read through and enjoy! Feel free to add your own. Thank You, Dear Prospect …for every turndown which made me stronger, even though at the time I thought it was the end of my [Click Here]
Gunslingers and Grapefruit
Posted by Cathy Atkins on Tuesday, August 4th, 2009 Categories:
“There are no bad prospects, only bad salespeople.” Or so David Sandler used to say. I beg to differ. I have, on occasion, run across a prospect with the personality of a grapefruit. In those cases, you have a few choices: you can either continue on, hoping to change things as you develop some sort [Click Here]
Dance With The Ones Who Brought You
Posted by Joe Schmitter on Wednesday, July 22nd, 2009 Categories:
Sports Night was a short-lived sitcom aired on ABC from 1998-2000. As a major fan of sports, it quickly became one of my shows. To my great joy, I received the entire series on DVD as a gift a few years ago. I think I have watched the entire series about 6 times in the [Click Here]
A Born Salesperson
Posted by Joe Schmitter on Thursday, July 9th, 2009 Categories:
My 3 year old daughter, Gretchen, loves having Jelly Belly jelly beans for dessert. Here is a recent exchange between us following dinner. Gretchen: Daddy, can I have jelly beans? Me: Sure. Gretchen: Can I have 10? Me: (Chuckling) No, you know our deal. You get 5 jelly beans for dessert. Gretchen: (Coy little smile) [Click Here]
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