Leader and Coach

leader_coachDo you have a team of winners? Do you have salespeople who are new? What about established salespeople who are in slumps? Or salespeople who are doing well but want to take their performance to new levels? Or plodders? Or people who really should leave?

Many teams are a blend of these and if you have such a blended team it is your task as leaders to develop these people into a cohesive team comprised entirely of winners.

You are their leader. If you are their leader you are also their coach. You might not think so, but it’s true. Even leaders who do not consciously coach their salespeople are doing so without knowing it. Continue reading Leader and Coach

Relationship, Or No Sale

relationshipsWe hear more these days about the importance of relationships between salesperson and client. I applaud this way of thinking and have been advocating this for decades. When you think about it:

WHEN HAS SALES EVER NOT BEEN ABOUT RELATIONSHIPS?

There is a saying that says, “All things being equal, people will do business with people they like and trust. All things being not quite so equal, people will still do business with people they like and trust.

I truly believe that many salespeople glaze over when they hear the word “trust”. I have heard many remark that people are not as trusting as they used to be. Perhaps this is possible in the country, but not the city they say. Continue reading Relationship, Or No Sale

In Search of the New

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I like technology as much as the next person. I consider myself an ‘early adopter’. But there is one trap for the unwary: you can become so occupied with the search for the new that you can take your eye off the basics.

At a recent real estate training conference, there was one theme common to many speakers:

TALK TO PEOPLE. Continue reading In Search of the New