Anatomy of a Sales Call
Dissecting a sales call is easy: Actually performing the dissection is the hard part. My advice: First, use your head, then follow your heart, listen
October 21, 2022
Dissecting a sales call is easy: Actually performing the dissection is the hard part. My advice: First, use your head, then follow your heart, listen
The Purpose of the Purpose Story Your customers might be excited about what you’re selling, and they might be excited how you are selling it,
“I think I canna, I think I canna”….. Remember that childhood story about the little train that could? The story was about teaching children to
In my previous blog Storytelling: Salesmanship or Fantasy, we explored the Value Story for your company. In this blog, we will continue to understand why
I have often suggested that great salespeople know and understand the value of storytelling in the sales process. Do you actually know when to insert
Are successful people lucky? Or is their success a measure of hard work? Does hard work really matter anymore? One only has to look at
Anthony Iannarino (my favorite sales blogger other than myself – LOL) said in his most recent blog, “Three generations of sales approaches are being used
My family (specifically my Mom and I) have a recurring number. It might be a time, it might be a date, but it just might
To inspire change from within, I subscribe to a “daily inspiration” quote site. I am a firm believer in self-growth and self-care, all for the
The months of November and December are important times for those of us in the hotel business. From an operations perspective, it is the time
Are you ready to resume the fight? For almost a year we have been treading the sales waters, staying safe, and biding our time in
Sometimes doing the right things is not successful in the sales arena. I equate this phrase with the common misconception that ‘maybe the left hand
More important to the question ‘do packages and promotions sell during a pandemic’ is ‘should we even be creating and offering opportunities to travel when
In days past, it was always our goal to aim high. Now, we are finding that we must fine-tune our offerings and create new opportunities
I was reading today’s hospitality news and discovered an article describing how hotel designers are looking to integrate the human touch in hotels of the
Quit Procrastinating! Pick Up The Dang Phone And Dial. I watch people and their phones. Everyone, from 8 to 80 years old is glued to
Have your sales skills waned over the past months? Have you lost your edge? It’s no wonder… and certainly not your fault. You’ve been busy
Have you noticed that most retailers, businesses, hotel and travel companies, as well as many product advertisements are focusing on driving business and encouraging people
While we can no longer meet with our customers face-to-face we are still able to create personalized interactions across the miles.
In the “new normal” our sales techniques will need to be modified. In the short-term, we need to refresh our “menus” and put ourselves on