Archive for May, 2010

Sales Pros Have to Practice, Too

May 26th, 2010

I like to golf but I am not a good golfer. About a month ago, I got out to play my first round of the season with a golf pro buddy of mine named Scott. As I hacked my way out of a sand trap and then putted for a 6 on a picturesque par 3, Scott asked me a good question, “When was the last time you actually practiced your short game? And by practice I mean, really worked to systematically improve your technique through repetition and measurement of results?” (more…)

Bad Movie Offers Great Sales Tips (Sorry, Burt Reynolds)

May 19th, 2010

As a salesperson, I seem to take quite a few lessons from movies and some of the best lessons are in some of the worst movies. Most people think Burt Reynolds played only tough guy roles and the occasional slapstick comedy role. But one of the best sales lessons I have ever learned was from the movie “The End.” If you have not seen “The End,” do not rush out to rent it. I am about to spoil the plot for you. This is kind of a cute movie starring Dom DeLuise and Burt Reynolds. The plotline is simple – Burt Reynolds spends the entire movie trying to commit suicide and cannot do it successfully. (more…)

Becoming a Trusted Advisor (Not Just a Vendor)

May 14th, 2010

As a sales trainer with Sandler Training, I spend a lot of time talking to my clients and I get paid to work with them in four areas of their business: Strategy, Structure, Staff and Skills. Because I spend hours talking to them, I learn quite a bit. And despite that fact, they still manage to surprise me with the questions they ask me. (more…)

Your Sales Team Controls Your Future: Lessons from the Recession

May 13th, 2010

Growing up, I was raised by an optimist and a pessimist. My mom was probably the happiest, funniest, friendliest person you could ever meet. She made sure that I was raised with an altruistic mindset, wishing nothing but good for everybody and doing my best to help people out. As I started to learn and mature, I asked her about why she was helping some people she really did not like. Her response was simple. “Matt, everybody can be better off and helping them helps the community. Remember, ‘a rising tide lifts all boats.’” Little did I know that her message was the big message I would pick up while studying economics later as I attended college. Once again I learned that, when it comes to the economy, when things are good “a rising tide lifts all boats.” (more…)

Selling With Sandler, Not Selling by Accident

May 10th, 2010

Twenty years ago, when I was a young salesperson just starting out, I was fortunate enough to get sent to quite a bit of sales training. All of the training programs seemed to center around the “Three Big Steps to Selling.” (more…)