Building Sales

In so-called normal times, it is easy to fix a mistake or omission to an order.

What’s more important in sales than persuasion? Influence. Credibility. Support. Accuracy.

The best time to cull your customer list is when opportunities abound.

The most successful companies hire right. They seek individuals who are career driven and want to work with a sense of purpose.

It’s obvious the world is changing, but easy to miss the long-term impact of an evolving world.

Have we really defined, in sales, what makes up a good relationship? Is it friendship? Is it business? Is it both?

Be an order instigator for all times. It’s the key to establishing credibility and long-term business relationships of unbreakable loyalty.

So how do you feel when a consumer walks into your branch during a busy Tuesday morning?

Measure twice, cut once. If you don’t have time to do it right the first time, when will you find time to do it again? Of course, these are old saws (pun intended) that we hear and embrace as sage advice but sometimes forget to heed.

I shun the term “prospecting” because it inherently causes salespeople and managers to think about the process of locating new accounts, which means looking for immediate sales opportunities. Therein lies the rub.