What to do BEFORE Calling on an Architect or a Builder
What to do BEFORE Calling on an Architect or a Builder Imagine it is your first call to a potential architect or a builder and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate? You won’t believe how many salespeople start their calls this way. They believe it is a good question because it encourages the customer to talk about something they know a lot about. Most customers see it differently, though. More often than not, the customer sees it as the salesperson not having done their homework prior to […]
Read MoreConversation with Jon Dartt – VP Sales, Delta Faucet
Conversation with Jon Dartt – VP Sales, Delta Faucet In our continuing quest to learn how Sales Leaders are shaping their sales cultures, I had the opportunity to interview Jon Dartt who has been VP of Sales at Delta Faucet since 2011. And what a powerful discussion it was! A […]
Read MoreChallenges We Face Study – Getting Everyone in the Company to Support the Customer Experience
The Rainmaker Minute: Challenges We Face Study – Challenge #5 – Getting Everyone in the Company to support the Customer Experience. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 […]
Read MoreChallenges We Face Study – Developing High-Quality Sales Leaders
The Rainmaker Minute: Challenges We Face Study – Challenge #4 – Developing High-Quality Sales Leaders. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I […]
Read MoreChallenges We Face Study – Recruiting Quality People (Salespeople, Support, and Other Areas)
The Rainmaker Minute: Challenges We Face Study – Challenge #3 – Recruiting Quality People (Salespeople, Support, and Other Areas). Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the […]
Read MoreChallenges We Face Study – Transitioning Salespeople To Being Business Advisors vs. Product Sellers
The Rainmaker Minute: Challenges We Face Study – Challenge #2 – Transitioning Salespeople To Being Business Advisors vs. Product Sellers. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For […]
Read MoreChallenges We Face Study – Selling Value vs Price
The Rainmaker Minute: Challenges We Face Study – Challenge #1 Selling Value vs Price. Earlier this year, Mark Mitchell, who co-authored our book RAINMAKER, and I conducted a study to learn what Building Materials Sales Forces are being challenged with this year. 146 organizations participated. For the next few blogs, I will […]
Read MoreWhat to do BEFORE Calling on an Architect or a Builder
What to do BEFORE Calling on an Architect or a Builder Imagine it is your first call to a potential architect or a builder and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate? You won’t believe how many salespeople […]
Read MoreDigging Deep – The Power of the Right Questions
Digging Deep – The Power of the Right Questions Many salespeople invest significant time and energy refining how well they can persuade their customers in order to make a sale. In fact, it isn’t force or charisma that convinces customers to buy – it is helping the customer be internally […]
Read MoreValue Drivers: Behind the Wheel of Your Sale
Value Drivers: Behind the wheel of your sale – It is painfully obvious to sales professionals when their pitch is engaging the customer, and when it is falling flat. To create meaningful conversation around your products and services, be aware of your customer’s “value drivers.” Value drivers are what the […]
Read MoreBeyond “Great Job!” Effective Encouragement
Beyond “Great Job!” – Effective Encouragement In a well-known publication on success and leadership, the author asserts that leaders should, “begin with praise and honest appreciation…Praise the slightest improvement and praise every improvement. Be hearty in your approbation and lavish in your praise…,” and “use encouragement.” If this sounds a […]
Read MoreObserving Sales Calls – “The Moment of Truth”
Observing Sales Calls – “The Moment of Truth” For both the Sales Manager and Salesperson, an observed sales call can be stressful. However, with the correct approach, this “moment of truth” can be a beneficial learning experience for both parties, and strengthen the relationship between the manager and salesperson in […]
Read MoreTurning the “No Interest” Customer into “The Process Continues Sale”
Turning the “No Interest” Customer into “The Process Continues Sale” Like pulling a rabbit from a top hat, converting “no-interest” customers into clients may seem like a magic trick that creates something out of nothing. I recommend gently coaxing the rabbit (or client), rather than using a hard tug on […]
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