Training that Sticks

“Operators are Standing By!”

Posted by Scott H. Lewis on Tue, May 06, 2014 @ 16:05 PM

“Call before midnight tonight! Operators are standing by.”

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Topics: Sales, Tips, Scott Lewis, Urgency

Dave's Fables: Proactive Sales Magic

Posted by Dave Hamilton on Wed, Mar 12, 2014 @ 16:03 PM

Responding to what a customer is saying word-for-word can often create false expectations.  This result is especially true during the sales process and can lead to the incorrect notions of blue skies, intimate dining, and endless availability; just to name a few of the pitfalls.  

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Topics: Dave Hamilton, Sales, Customer Experience, Proactive Listening

Dave's Fables: Pure - Learn to be a better competitor

Posted by Dave Hamilton on Tue, Feb 11, 2014 @ 14:02 PM

So often we think about “don’t haves” vs. “do haves”.  I used to say this all the time, “If I had __________ I could compete so much better in the marketplace.”  Both personally and professionally, we’ve all worked hard and sacrificed to get that “I don’t have” just to find out that once you get it there’s an entire new set of challenges. Reality check – there is always going to be newer, shinier, or cooler stuff others will have that you don’t.

I like the word “pure” because it’s simple, clean, and immediately makes you think of value.  In the sales arena – keeping your value pure is a really good thing. Pure value is deadly powerful! If used correctly, it maximizes positive results and often shortens the sales cycle. 

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Topics: Dave Hamilton, Customer Value, Sales, Tips, Connect

Dave's Fables: Let's Do Lunch

Posted by Dave Hamilton on Mon, Dec 16, 2013 @ 14:12 PM

“Let’s do lunch” is a phrase or continuance tactic that most sales people have uttered more than once at the end of a sales call during their career. I’m secure enough to admit that over the years I have in fact created several original continuances –soon to be clichés– to convey the same message. “Call me sometime”, “let’s get together in the new year” or often: “take some time to think about it and I’ll follow up”. A sales message focused on vague next steps is certain to net you vague results. There is a BIG difference between potential and actual, wouldn’t you agree? I’ll call you next Tuesday at 3pm is an actual plan. 

Objective – Aim – Intent – Purpose – whatever your organization calls it, is what separates good sales people from those that can’t seem to get their fair share. I like to think of it as starting your “new” revenue generating cycle with the end in mind. What really needs to happen as a result of your efforts to move this opportunity forward? 

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Topics: Dave Hamilton, Sales, Tips, prospecting, Process

What does Harley-Davidson sell? It's not bikes.

Posted by Kerry Ranson on Mon, Nov 04, 2013 @ 09:11 AM

What we sell isn't actually a bike. It's the ability for a mild-mannered accountant to dress in leather, ride through a small town, and have people be afraid of him."* - Clyde Fessler, former Harley-Davidson VP

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Topics: Customer Value, Sales, Service, Customer Experience

Dave's Fables: Historical Narratives – The Power of Using History to Achieve Your Goals

Posted by Dave Hamilton on Mon, Oct 14, 2013 @ 09:10 AM

American and world history classes during my high school years seemed like such a waste of time.  As I look back, my teen years were all about living for the moment and on rare occasion I pondered briefly what the future might hold. But never did the past seem to be part of my future.

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Topics: Client Centered Sales, Dave Hamilton, Hospitality, Customer Value, Sales

Dave's Fables: The Coach

Posted by Dave Hamilton on Thu, Aug 08, 2013 @ 15:08 PM

As I sat next to a self-proclaimed top revenue producer last week and listened several times to what he called his “sales spiel”, I couldn’t help but smile.

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Topics: Dave Hamilton, Sales, Training, Coaching

Dave's Fables: The Cash Cow is Now Just a Myth

Posted by Dave Hamilton on Wed, Jul 10, 2013 @ 09:07 AM

Sales Truths – Fact: Prospectors sell quicker, sell smarter, and create more revenue than traditional sales efforts. 

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Topics: Dave Hamilton, Sales, Training, Tips, prospecting

Dave's Fables: Pricing Isn't Everything

Posted by Dave Hamilton on Fri, Apr 05, 2013 @ 15:04 PM

My budget is not realistic – my equipment isn’t as new – the market is tough…how often do you make excuses these days for underperformance?

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Topics: Dave Hamilton, Sales, Telephone, Marketing

Dave's Fables: Prospecting Revenue Strategies for Territory or Market Segment Salespeople

Posted by Dave Hamilton on Tue, Feb 05, 2013 @ 12:02 PM

Top two sources for finding new revenues:

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Topics: Dave Hamilton, Sales, Training, Tips, prospecting

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