Category Archives: Rainmaker Series- Becoming a Top Sales Professional

Business Acumen – The Bridge Connecting Sales Pros and their Customers.

How important is Business Acumen? I recently read an article by Brian Hill that nicely describes what Business Acumen is.  He says…. “General business acumen involves the ability to effectively communicate with all functional areas in the organization. Individuals with acumen are always looking ahead, trying to gain insight into what opportunities will be coming […]

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Your Team’s MINDSET!

When is the last time you took an inventory of your and your team’s Mindset? Let me tell you why I ask: I am reading John C. Maxwell’s The Complete 101 Collection, What Every Leader Needs to Know. The book starts out by stressing the importance of attitude, which for me I think of as […]

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The Power of WHY – From a Customer’s Perspective

You’ve probably heard it suggested that, when it comes to buying,  we’re all walking around listening to the same radio station, WIIFM, which stands for “What’s In It For ME?” As a sales person, though, the most important question you will ever be asked is… “Why should I do business with YOU?” The key word […]

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How Do YOU Create Change?

 Salespeople are change agents. What are you doing to drive change with your customers? One characteristic that distinguishes a top-performing salesperson is their mindset toward change. That is, the very best don’t just adapt to change, as important as that may be, but they help create change in positive ways. They continually ask themselves: How […]

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The Impact And Outcome Are Up to YOU

Are you making a difference to your customers? FACT: With few exceptions, the best sales people are the ones who ask the best questions. But not just any question. The questions with the most impact are CONSEQUENCE questions. What do we mean by ‘consequence’ questions? The dictionary defines ‘consequence’ as “a result, effect or outcome that […]

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