The Blog

Here is the Blog.  I have lots of useful tools that are great!

eBooks by Stryder Performance (Karl Hagglund)

Posted by on Nov 28, 2013 in Coach Stick | 0 comments

Five eBooks by Stryder Performance are now for sale in 9 formats! These are great short reads that are concise and get to the point! They are chalked full of useful tips & techniques that everyone should read and use. Check them out at Smashwords! Great Reads!  ...

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How to shorten your sales cycle

Posted by on Nov 28, 2013 in Agent Jason Stick's Posts | 0 comments

  How can you shorten your sales cycle?   I get asked this question often especially by people who are in the service provider business. The conventional answers are all the same and true! To name a few… 1)    Have more qualified prospects in your sales funnel or pipeline. More prospects will lead to more sales and seem to shorten the cycle partly because you will always be closing. 2)    Be consistent and work every stage of the cycle. 3)    Plan your sales calls and closings 4)    Know your stuff! 5)    Make sure you are...

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Strategic Thinking is for today’s Sales Professional!

Posted by on Nov 28, 2013 in Coach Stick | 0 comments

  The Sales Professional of the Future is Needed Today! The Value of Strategic Thinking Sales training has focused on strategic selling as a technique and methodology to sell to executives and/or CEO’s. The message all too often is about how to sell by thinking strategically. A great message but it is not going far enough. The training is still focused on transactional activity…just masked as strategic selling. We still are not teaching sales professionals to truly think strategically. A quick acid test is to ask a sales...

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Return on Investment in Sales

Posted by on Nov 28, 2013 in Agent Jason Stick's Posts | 0 comments

Selling using return on investment or “ROI”! Sell on the ROI benefit of your service or product! Many sales people are so afraid of price, costs, and the dreaded investment expense of their service and/or product. I say go there and go there early. Sell the ROI or return on investment of your service and/or product. At the appropriate time I will say… “If I can demonstrate a return on investment of 3-to-6 months or a savings of $50,000 dollars on a $5,000 investment would you be interested in my service?” What do...

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Sales Forecasting Formula that really works!

Posted by on Nov 28, 2013 in Coach Stick | 0 comments

  “The Rule of Forty-Five” formula in forecasting sales potential Stated simply, the Rule of Forty Five advises that 45% of potential customers who show an interest in a product or service actually intend to buy. The trick is to get 100% of that 45% to buy from you! So what does your success depend on? First of all, your sales and negotiation skills play a key role in your ability to close the sale. Secondly, the effort you put into closing a transaction also has a tremendous impact on a customer’s decision to buy, in other...

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Planning for Success in Sales

Posted by on Nov 28, 2013 in Coach Stick | 0 comments

  If You plan it, Measure & Track it, Success will come! Recently I began working with a new sales rep for a client of mine. His introduction to myself quickly turned into a strategic planning session. The outcome was a plan articulating his overall sales revenue and margin annual plan mapped back to specific products & services. Included in this plan was a marketing plan and identification of his support network inside and outside the company. At that time I got him to step back and map out the sales process at his new company....

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The Higher Authority Sales Closing Technique

Posted by on Nov 27, 2013 in Agent Jason Stick's Posts | 0 comments

  The “Higher Authority Close” and how to compete against it! This sales closing technique is actually used in more situations than one first realizes. As a result I coach people on being more aware of its broader use then just traditional sales closings. My message to everyone; “be aware and ever present for signs of this technique!” The basic premise of the technique is simple enough; At the right moment a sales person will introduce the need for a higher authority approval on a potential sales transaction as a...

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Great quotes from a couple of interesting people

Posted by on Nov 19, 2013 in Logan Stix | 0 comments

  Quotes to consider!    “When I went to school, they asked me what I wanted to be when I grew up. I wrote down “happy.” They told me I didn’t understand the assignment, and I told them they didn’t understand life.” John Lennon   “The secret to success is making your vocation your vacation.” Mark Twain...

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Watch out for over-managing!

Posted by on Nov 18, 2013 in Doctor Stickly | 0 comments

  Managers – Are you turning your people off by over managing?   No question most people can articulate what they think micro-management is. Can we describe what over-managing is and why is it similar and yet very different from micro managing? Over-managing is similar to micro-management in that just about everyone you talk to will tell you that they do not like either. Both turn engaged people off. At best productivity suffers and at worst the good employees find a way to leave the department and often the organization....

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Holding People Accounting!

Posted by on Nov 17, 2013 in Coach Stick | 0 comments

  The Top 5 Reasons People Don’t Hold Others Accountable.   Interestingly, it is not uncommon for people to have misgivings about holding others accountable. In “How Did That Happen”, Tom Smith and Roger Connors offer the following top five reasons why people don’t hold others accountable: A fear of offending someone or jeopardizing a personal relationship. A feeling that they lack the time to follow up effectively. A lack of faith that the effort will make enough of a difference. A worry that, by holding someone else...

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