Simple Sales Systems

JENET’S STORY…NO MORE SCRIPTS!

CONVERSATIONS NOT SCRIPTS… here’s a blinding flash of the obvious for you… Salespeople don’t like to use scripts! A quick analysis:   The Downside to Scripts – “they don’t sound like me, they’re not natural, I don’t like memorizing, etc.”   The Upside to Scripts – “they keep me on track, they shorten my appointment [...]

NEARSIGHTED OR FARSIGHTED?

USE THE RIGHT GLASSES… there was an unfortunate story in the news recently about a gift being unused that started out with all the right intentions. A group of schoolchildren had collected a significant amount of money and purchased eyeglasses to be sent to a third world country. Several months later it was learned that [...]

SUPERSTAR OR JUST OK?

THE BIG SECRET… I was conducting a Mastermind Session the other day for a group of newer Salespeople who had been in the sales business for anywhere from 3-36 months. Lots of good questions and an abundance of common sense issues being put on the table. Near the end of the two hours a great [...]

SPEEDING UP

YOUR “CLOCK SPEED”… the term clock speed is used in the computer industry. Also called clock rate, it is defined as “the speed at which a microprocessor executes instructions". Sounds rather boring but when you connect it to the Sales Business it gets a lot more interesting. It’s easy to equate this term to success. Simply put, it is how [...]

THE OBAMA LESSON

THE OBAMA LESSON…President Barack Obama has it figured out. Whether you support his political positions or not, you have to admire the way he approaches the subject of popularity. Look at the results of his last election… 51% of the population liked him… 49% of the population didn’t like him. Almost half of the voters said [...]

JERRY’S STORY

Here is your ACTION STEP… at the start of the year we put together a plan. The goal was to ensure that Jerry won all three “races” that he entered (Hard Wok Derby, Database Stakes, & Daily Routine Stakes). Here was the plan:    BK’s THOROUGHBRED PLAN   1. Know exactly how many transactions you [...]

Don’t Over Plan

WINNERS ARE PLANNERS… what should go in a Business Plan? The best way to answer that question is to first of all establish what should NOT go in a Business Plan. Bottom line… keep it simple. Have you ever asked someone for directions and you wished you hadn't? By the time they were done explaining [...]

Great Sales Questions

ASKING BETTER QUESTIONS… memorizing a script is not the right way to communicate effectively. It's tedious, it's uncomfortable, and often your delivery is unnatural. At the same time, asking the right questions is hugely important. Here's a few great questions to add to your repertoire to help you make more sales faster…     BK'S [...]

Emergency Thinking

EMERGENCY OR WALK IN…when's the last time you had occasion to go to the Emergency Department at your local hospital? When's the last time you had to get quick medical response? Hopefully it was a long time ago. The next time you drive by a hospital, think of the two types of situations in that [...]

Guarding the Slab

OUTDATED THINKING… there is a great story from the military about an Army barracks that had a concrete slab out in front of the entrance. This lab was 20 feet square and was guarded night and day by rotating shifts of four soldiers for years. Eventually a new Commanding Officer arrived. While reviewing the operational [...]