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Making Appointments
In addition to having a vision of success, dedication and desire, it’s critical that we have a system that supports the level of achievement we are targeting. Whatever your role as a sales...
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Coaching By Example
Selling Managers have a great job – they sell to clients (which is fun) and they coach their players (which is lots of fun). They play on the field with their team, they take and create new...
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Dating
Now that I have your attention….there are dates that are critical to learn from designers about their end users and their projects. Delivery/installation dates: We need to know this ASAP as it supports...
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Look Up. Get Up.
For showroom salespeople Is your computer screen keeping you from seeing the customer who just walked in? I was talking with Dennis Miller (Featured Designer 1/2013) the other day about this…he asked...
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When do you give up?
For salespeople Resignation. At what point in the sales process do you start to tell yourself “It’s not gonna happen”? It’s subtle at first. It often starts with disappointment – maybe the buyer...
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From an ‘A’ to a ‘D’….Making Progress
Evaluating B-A-D-A-S Questions to determine outcome – D=Decision Maker For home furnishings showroom sales professionals and sales leaders everywhere This is a hotbed question! I find that salespeople...
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The 3 Coaching Questions
For Sales Managers and Sales Coaches As Sales Managers, you need to find ways to keep your job / role simple and focused. It’s easy to get distracted by operational things and to pay attention to...
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