The Competitive Advantage
October 26, 2021
The Sales Trifecta… The Core of Your Selling Efforts
Last week, I wrote a blog post about the Marketing Trifecta… the three fundamental marketing things you need to do to help grow your firm. In this post, I want to talk about the Sales Trifecta… yep, you guessed it – the 3 selling things you must do if you have sales responsibilities for your firm.Continue Reading
March 16, 2021
Your Clients Don’t Know What They Need!
Alternate title: ‘Don’t Be an Order-Taker’
I received a call from a client last week. He said he wanted to talk with me about our sales training workshops. Great! Love to do those!
In my younger days… I would have hopped on the phone call and told him everything about our workshops, all the topics we covered, key takeaways for his employees and what makes it different than any other sales training workshop in our industry. It would have been awesome… at least that’s what I would have thought back then!
But I’m not that guy anymore… I’ve learned a few things.Continue Reading
June 23, 2020
Make Role Playing the Centerpiece of Your Sales Training. Here’s Why.
True story: My first job after college was as a sales rep for the DuPont Company. While much of the 3-month training program was technical in nature, we also spent a good deal of time developing our selling skills. And on one particular day, we were tasked with doing some role playing (and it was to be videotaped!). My training scenario was that I was visiting a client (played by the Sales Trainer) who started complaining vehemently about the terrible quality of our product. After 30 seconds of being berated by the client and trying to respond appropriately, I just froze up, looked at the camera and said, “Help me!”Continue Reading