This episode is designed after a sales training technique called… go figure, the BREAK Method. BREAK is not something you physically do, it is not physically painful and is non-labor intensive. It’s only an acronym for Bypass, Restate, Expand, Ask, Keep. Whether it is to further your sales, improve on a relationship or tweak your […]
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This week I ask a simple question… “What’s with the costume?” We all dress up our personalities and attitudes from time to time. Overall, are you being true and have the personal congruency to convey yourself in reality or are you putting up a facade?
I’ll keep it simple this week! A good solid pump up and the power behind – YES! Great tool for leaders, managers and sales people! Should you tune in? YES, YES, YES!
This week I will discuss the communication model and how it breaks down, in percentages. By knowing the specific break down. This works great for sales professionals communicating with prospects and existing customers; it works well in our personal lives with friends, and more importantly our families.
THE GREETING. Welcome to your first day as a professional sales consultant, I don’t mean like your first, first day… I mean your first real live day on your own. You have the desk, some business cards, shirt and tie… check. The business you work for has given you their “sales process” or “road to […]
Did you practice the positive meditation from last week? This week we jump into getting your attitude into action and performing all of your actions with energy, enthusiasm, passion – PACE and INTENSITY!
While this may seem a little bit silly or archaic, I am a firm believer, that in a sales environment, YOU must be brilliant at the basics, I mean really, really, brilliant at the basics. When I am saying that, one of the most basic and under-used skills of any sales consultant is the skill […]
Original Concept Copyright © August 2009 by Mike Phillips and Joe McCloskey Jr. This is a great set of “rules” to consider in conjunction with whatever your selling process may be, you need to understand that buyers have a set of questions that they ask themselves when making a purchase, a sort of “Buying Process” […]
So, I had an interesting thing happen to me the other day. Note that I am in sales at an auto dealership. I had a gentleman call me and request a price for a vehicle that we had on sale on eBay. SURPRISE!! That’s not the crazy part. He called looking for a good deal […]