You would think that leadership and management are two different roles that people with authority in organizations use as they see fit. The fact of the matter is that it is very tough at times to separate these two critical responsibilities. Many situations, especially within relationships and tasks, involve the discretion of both roles...
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The life of a sales’ professional is constantly changing. Customers change; products change, even strategies and techniques change. But one thing that never changes is the part where you ask questions, gather information, and build trust and rapport. Terms like needs assessment, interviewing, fact finding, and qualifying all describe this part of the selling...
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On CBS Radio Network this morning, Charles Osgood, on his daily Osgood File, was talking Dale Carnegie. Both the concepts and the strategies of the Dale Carnegie sessions, workshops and classes come from common sense, and he wondered why these simple concepts of kindness, listening, and interpersonal commonality have to be taught. But...
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Holding profit for salespeople is the same as giving the business a chance to grow. In this economy, many customers want a deal and will go to extremes at times to get what they believe is a great opportunity. In the typical retail environment that involves negotiation, the customer often ends up leaving and...
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It is indeed 2012 and the challenges in Alabama as we head into the first quarter are voluminous in every category. The failures and the mistakes we made in the past year become clear learning examples that must grow our experience and get us better. Back in grade school, during those memorable parking lot...
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The main purpose of a salesperson is to get a little better every day. Most professionals in sales know this and work at getting better. They must also be good at building relationships. By building the bond of relationships built on trust every single day you begin the development of quality prospects. There is...
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The old saying, “You’ve got to have heart; all you really need is heart!” should be a 2012 sales leadership mantra. The lines, taken from one of the songs that the 1955 Broadway (baseball) Musical Damn Yankees, are central to how success can be in the workplace. Dale Carnegie’s Leadership classes have a lot...
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“Don’t be afraid to give your best to what seemingly are small jobs. Every time you conquer one it makes you that much stronger. If you do the little jobs well, the big ones will tend to take care of themselves”. Dale Carnegie Every leader needs a follower. The follower, by definition, needs to...
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Selling is really not selling. Selling is personality. People buy from salespeople they like first, and trust second. Although there are exceptions, no one buys from people they dislike and do not trust. Buy is the key term. Salespeople do not sell anything ever. People have to buy. And they buy on only...
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It does not take long if you network and attend the local business functions, to realize that there are still a lot of people in Alabama who are looking for work. They might also be looking for professional change. The economy has affected their livelihood and their focus. They seem to always start with...
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