Optimists or Pessimists
One of the reasons working with salespeople is so rewarding is that they tend to be optimists. And, if I get a choice, I’ll take an optimist over a pessimist any time. They’re more fun. Here's why:
Half Full or Half Empty?
To Build a Sales Culture
Part of our mission statement at The Brooks Group is to help our clients build Sales Cultures. And, often, when we’re sharing that goal, we get asked….”What’s a sales culture.” Here’s my take. It’s adapted from my father’s 2004 best-selling book, The New Science of Selling and Persuasion.
The New Solution Selling: Accelerating Results
You hear the word “solution” a lot.
Everyone offers some kind of a solution. Whether you sell a complex piece of computer equipment or a handkerchief, you have a solution. The problem is that when everyone says the same thing, it becomes background noise…
For example, “we offer the best customer service,” is really meaningless because everyone says it.
So does that mean everyone's "solutions" make actual SOLUTIONS as meaningless as self-described great customer service?
Possibly.
But...a light went off for me at Selling Power Magazine’s recent Sales Leadership Conference. There, Ken Powell (Sr. VP at ADP) referenced the book, The Mind of the Customer by Richard Hodge and Lou Schachter. My copy of the book is on its way to me, but I couldn't wait to share this bit of information...it's just too valuable...
Ken told us that the book talks about the recent history of sales. He said it looks a little bit like this…
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
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