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The Business Resource for Suburban Chicago
Thursday, April 17, 2014 7:13 PM
  • When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell.

  • What’s the “RAP” on you and your business? What do you mean you don’t know? You created it.
  • I have had a passionate love affair with baseball ever since I was very young.  Almost 20 years ago, I founded my training and development business and quickly recognized the connection between performing as an outstanding baseball player and excelling in sales. 
  • What makes a “top performer” a top performer? If you hold interviews with the most successful salespeople in the world, and ask them “why are you successful?” they’ll give you their take on it, but it will not be the right answer. 
  • A business owner called me last week and asked me if I would be willing to conduct a phone skills training workshop for his sales team. He explained he had listened to the phone calls of a couple of his salespeople and was appalled at what he heard. 
  • All outside salespeople have “windshield time” — the time you spend behind the wheel, or in some form of transportation, going to and from appointments. 
  • The first month of 2014 is flying by and, no doubt, hard lessons are being experienced by salespeople all over the country. I believe all high performers charged into the New Year’s selling arena hungry to plunge in with vim and vigor! They have sought out prospecting targets and have committed to a sales process designed to close business in the shortest period of time. 
  • As you may know, I’m a regular flyer. About 200 flights a year. Mostly on major airlines, but because I’m more interested in flying nonstop than getting travel miles or points, I take whatever airline is most convenient for my schedule. 
  • Imagine it’s Dec. 31, 2014 and you are celebrating the conclusion of the most successful year you have ever experienced in your life! 
  • I graduated from Haddonfield Memorial High School in 1963. No computers, no cellphones, no Internet, no email, no texting, no credit cards, no cassette tapes (let alone cds), and no cable TV. 
  • Pick up any book on selling and you’ll read about the importance of asking questions during a sales call. 
  • I’m at a corporate conference about to give my 90-minute, customized, personalized talk. I spent hours preparing it — as I do all my talks — and I’ve spent the last 20 years improving my speaking, presentation, and performance skills. 
  • I have been writing articles for the Business Ledger for more than five years and most of my writing has focused on selling from the perspective of sales professionals and techniques and behavior they can integrate to improve selling strategies and goals. 
  • Why did Facebook pay one billion dollars for Instagram? So that instead of worrying about how many people joined Instagram (and abandoned Facebook), they could brag about it. 
  • We are in the middle of summer and we cherish this season as a way to offset the harshness and length of our winters. Summer days tend to be more casual, carefree and are usually less stressful. The people you meet on the street seem to smile more and respond in a friendly way as they feel better in warm weather. 
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Copyright 2014 by the Daily Herald Business Ledger     
Phone: 847.427.4300 or E-mail:
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Arlington Heights, IL 60006

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