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 →

Una colletta di storie

Admin – 17 maggio 2012 - letto 13

Quando La Chiesa (ri)scopre lo storytelling Avendo scritto un libro in cui dico che tutti noi vendiamo qualcosa (e che non c’è niente di male nel vendere qualcosa) seguo con molta attenzione le campagne di comunicazione per il 5 e l’8 per mille. Una volta le multinazionali scrivevano le regole del marketing. Gli enti benefici e la politica inseguivano. Oggi nel farsi pubblicità spesso il no profit sa essere creativo e innovativo quanto le grandi aziende. La campagna “Chiedilo a … Continue reading →

Telephone Sales Tactics: Do They Still Work?

My telephone rang the other day, and on the other end was a voice telling me how I was at risk for something. The problem is that what the person was claiming was a “risk” for me was something I couldn’t care less about. Just another stupid telephone sales tactic that has not worked in years. The number of old-school telephone sales tactics that people still try to use never ceases to amaze me. Unfortunately, when people try to use … Continue reading →

Teaching An Old Dog New Tricks!

“You can’t teach an old dog new tricks.”-Author Unknown Ever heard that? Well, that’s another myth I’d love to dispel. You’re never too old to stop learning, growing and improving. In fact, when you stop doing so it’s usually a sign you’re not living—but dying. “Old dogs usually are the ones that get run over or put down.”-Butch Bellah If you are going to continue to run with the “young dogs” and perform at your peak level, you have to … Continue reading →

How important Are You To Your Client?

Ask any group of sales people what they want to achieve with their buyers, and a vast majority will tell you they want to build rapport and establish a “relationship” with buyers. It seems like the Politically Correct thing to say, sounds nice, sounds safe, and frankly sounds easy; all the ingredients that the 80% are looking for. Now don’t get me wrong, having a relationship with your buyers and customers is important, but when measured in results and revenue, … Continue reading →

The Critical Mistake You’ve Made On-Line

Well, maybe all of you haven’t made this mistake. I know plenty of salespeople who have made it, though. What is it? The mistake of not being thorough in your on-line presence. I realize some people are nervous about intentionally putting information on the internet about themselves. The reality is, though, that many potential buyers will use the internet to do research. Wouldn’t you prefer that the information they find about you is accurate and positive? What is key step … Continue reading →

Mid May Goal Check Up

Yesterday was May 15th, the midway point of the month. So, where are you in relation to your May goals? It’s time to do a quick check and take stock of where we are and make any necessary changes. Obviously the first step is to get out your goals—you do have them written down, don’t you? Now, you should be A MINIMUM of 50% of the way to achieving your total monthly goal. But, here’s where your mid-month goal check … Continue reading →

Are People Buying Your Credibility?

Every few months, it seems there is news of another failure of credibility by somebody in business. Most recently it has been the resignation of the Yahoo CEO, Scott Thompson. What’s amazing is how and why it occurred. Call it hubris, or just plain stupidity — either way, it was a failure of individual responsibility. It’s easy to point fingers and talk about somebody who is at the top of the business food-chain taking a nosedive due to their own … Continue reading →

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