Your Personal Credibility

  Building Credibility   I was asked the other day by a client, “How do I build on my credibility?” The simple answer I said was live this statement everyday – “Do what you say you will do & do it when you said you would” If we did little else that would be good enough to build one’s credibility. At least you will be known as someone who does what he or she says they will. Now, if you are interested in building on that then; 1) Be present and truly listen when you are with people…do not allow your distractions (thoughts and otherwise)...

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Personal Brand & Leadership Presence

Personal Branding & Leadership Presence, a must do! Your “Personal Branding” is a Leadership must do! It is a life long commitment and a requirement in today’s world. Every day you must consistently put forward the personal brand and leadership presence you want others to see and to come to know you as. This does not mean self-promotion, gimmickry, salesmanship, and/ or a marketing campaign. By the way, regardless of your role in an organization you are a leader and you have a brand! You may not be leading others directly just yet, but make no mistake you are leading....

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Never spilt the difference

  “Never Split the Difference! This is perhaps one of the most important techniques to learn in the art of negotiation! Many of us do not think we need to spend any time learning and understanding sales techniques, but taking the time to learn to ‘never spilt the difference’ may be one of the most important things you ever do. Why? At some point in time you will be in a buy-sell situation, either in your personal life or in business. At some point in the negotiation, it will be time to close the deal. As you and the other party negotiate back and forth on price, you “will establish a...

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Negotiating techniques everyone should know!

  “SECRETS OF POWER NEGOTIATING FOR SALESPEOPLE” by Roger Dawson A great resource in the world of sales and for everyday use! A must read for anyone in sales and for those of us who have come to the realization that we have to sell in most of our daily activities. We make presentations, ask our boss’s for approval on things, go to our bank manager for a loan, and in buying things from a house, car, to a vacuum cleaner. Additionally, we are being sold to as well. Therefore, the need to understand the art and science of selling is essential for many of us. One great...

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Strategic Thinking has found its way into selling!

The role of being strategic in sales today. Strategic thinking & activity has found its way into mainstream sales techniques, approaches and activities. In fact a comparison of traditional sales activities often present in a typical sales pipeline or funnel to today’s strategic selling demonstrates a significant shift in where a sales person spends his or her time.   Traditional Sales Approaches Sales Activities/Stages Strategic Selling 30% Prospecting 20% 5% Needs Assessment 30% 20% Proposal/Quote 20% 40% Closing 10% 5% Relationships 20% 100% Total of Stages 100%   More...

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