Forge deeper relationships
Written by Brandon Hull on November 2, 2005
How much time do you spend consciously working on your business relationships?
If you’re a new business development specialist, do you speed through “ice-breaking” as though it’s a checklist item in your sales process? As a sales and service professional, are you indifferent to whether you have face-to-face communication with your customers, beyond servicing their company’s needs? As a small business owner, how quickly do you transition into talking about what you do or how you can help rather than getting to know your prospects? Read the full post
Sales training mp3s
Written by Brandon Hull on November 1, 2005
Kudos to Bill Brooks, a well-renowned sales trainer based in North Carolina. Through iTunes, he launched the first high-quality sales “podcast” that I have found (there are now a couple others out there too). Bill provides 15-20 minutes of direct sales advice, from a true professional.
Outside of the consulting gurus, though, I we need to see or hear of more and more companies making their internal training materials available on a “subscription” basis to their far-flung employees. It makes more sense than company-wide voicemails or emails. Instead of employees having to play and replay messages through a phone; instead of reading and re-reading emails, employees would be able to take useful information with them, assuming only that they’ve got a device that will allow them to playback the audio file on-demand. I’ve found one company that looks like they can help facilitate this…
SalesTeamTools Book Club #3
Written by Brandon Hull on November 1, 2005
How to Get Your Point Across in 30 Seconds or Less
Book number two in the Book Club is “How to Get Your Point Across in 30 Seconds or Less” by Milo Frank. Read the full post
The power of habits
Written by Brandon Hull on November 1, 2005
Your weekly routine—even your daily routine—can drive you to success or haunt you. We’ve all heard how it takes 21 days to change a habit. (As an aside, everyone quotes that timeframe, but no one backs it up. Virtually every source I found through Google starts with, “We all know it takes 21 days…” or “Behavioral research suggests…” but the source for this research is never cited. Typically the reason cited, in those rare instances where it IS cited, is “muscle memory.”)
The most successful people in life may very well have traits, skills or knowledge in particular areas that their peers lack. But most importantly these individuals are able to consistently do the things necessary to be successful. They don’t get bored. They don’t get distracted. They don’t ignore those things they dislike or that others won’t do. They don’t start a day without a plan. They settle into success routines, or good habits. They commit to them. For some professionals it is conscious, but for most it’s a habit. Read the full post
Powerful Powerpoint
Written by Brandon Hull on November 1, 2005
The most powerful, formal sales presentations are those where it all comes together. The presenter’s style, content, flow and supporting materials all just work. You don’t see an over-reliance upon one of the four.
Too many salespeople in formal presentations think charisma, techno-savvy and/or compelling logic will save their day. They’re wrong. When you win sales with long, text-heavy Powerpoint presentations, you win despite them, not because of them. In fact, Powerpoint can often be completely abandoned. Read the full post
