I’ve noticed that salespeople are really good at keeping appointments with other people. A prospect wants 30 minutes, it goes on the calendar. A customer needs to talk, we make the time. Our manager schedules a meeting, we’re there. Yet…
It’s funny how things you heard years ago keep coming back into your brain. My Dad used to say, “It will all work out in the end.” It took me until I was about 13 to realize that didn’t mean…
There’s a moment before almost every stretch when your brain starts negotiating with you. You know the moment. You’ve done enough preparation. You know what you need to do. You’re sitting there looking at the next call, the next conversation,…
I’ve asked a lot of salespeople why their customers buy from them, and I can almost predict the answers. “We have great service.” “Our quality is better.” “I’m really responsive.” “We’ve built a great relationship.” Maybe all of that is…
Accountability = doing what you said you were going to do… even (especially) when nobody is checking. There’s an old management saying I’ve always liked: Inspect what you expect. Typically, we think about that from the manager’s side of the…
We’ve all had that moment. You make the call. It goes to voicemail. And somewhere in the back of your mind you think: “Ugh… another one.” A good voicemail can create curiosity, reinforce your professionalism, and leave a positive impression,…
along with 3 other annoying outreach habits! “Hey Lynn, I was checking out your blog on sales strategies and loved your insights. Just curious, with all the great content you’re putting out, do you see any needs for a line…