Butch’s Mailbag: Tips For A Manager’s First Sales Meeting

Dear Butch, I’ve recently been promoted to a Section Manager at (my company) and will be holding my first sales meeting that I’m responsible for on June 1. I’ll have 9 reps there. Any tips or ideas you can give a newbie? Thanks and I enjoy reading your site. Kris J. Kris: Congratulations! This sounds like an exciting time in your career. Hopefully, I can give you a little something you can build on today. First, I noticed your sales … Continue reading →

Mailbag: Know Your Numbers!

From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing it and getting emails like yours keep me inspired. Ok, to your question: I don’t know what you sell, so I’m not sure if you … Continue reading →

Exceeding Customer Expectations EVERY Day!

A few months ago I had the occasion to rent a car for a week-long trip that was to begin on New Year’s Day. I called one of the large, national car agencies a couple of weeks in advance to reserve the vehicle. On this particular trip I was going to be traveling alone, so all I needed was a mid-size car—nothing fancy, because I was going to be driving to three separate engagements over the period of the week. … Continue reading →

Shake Up The Status Quo!

Sometimes it’s good to rock the boat—to make waves—to not accept everyone else’s definition of success or achievement. Recently I spoke to a salesperson who told me, “In our business if you can sell 12-15 units a month you are a rock star!” I guess you know what my next question was: “So, how many are you selling?” “Eight to ten. I’ll hit 12 in a good month.” I thought about this for a long time and had to wonder, … Continue reading →

Breaking The “Salesman” Mold

One of my life’s missions is to break the mold of the “stereotypical” salesman. To this day in some contexts “salesman” is almost a dirty word and that really bothers me. I mean it REALLY bothers me. I’m proud to tell people I am a salesman! I love it. I LIVE it! But, I do it professionally. The problem is the image of a “huckster” that still permeates some people’s vision of salespeople. But, that can be changed; one person, … Continue reading →

Book Review: The Social Media Strategist: Build a Successful Program from the Inside Out

What are some of the most difficult challenges in social media in recent years that you can think of? Would being put in charge of social media for a company in the middle of a death spiral like GM be one of them? I’d sure think so—trying to help turn around the image of a company that everyone knew was headed for bankruptcy and that many, many people felt should be allowed to die and who received massive, unpopular government … Continue reading →

Angelo custode o menagramo?

Admin – 30 aprile 2012 - letto 54

Il paradosso del venditore di assicurazioni Ieri ho fatto un biglietto aereo on line con Ryan Air. Dopo aver compilato i miei dati il sistema mi ha “proposto” di comprare una copertura assicurativa per il mio viaggio. Il mio no ha fatto scattare un messaggio che dire perentorio è poco: ”Molte persone si pentono amaramente di non averlo fatto. Vale davvero la pena rischiare?” E poi di nuovo tra le opzioni da cliccare “No grazie, voglio correre il rischio”. Il … Continue reading →

5 GREAT Closes For Handling Price Objections

One of the most asked questions of me (or probably any other person that has ever trained salespeople) is, “What’s the best way to overcome price objections?” Well, there are a couple of answers here. First, there is no “best” way—there are several very good closes and questions you can ask to help you move the sale along. But, more importantly the only reason to ever have a price objection is because you haven’t built the value of your product … Continue reading →

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Tag Archives: Sales Management