Posts

Warm, Cold Calling

,

A week before last Christmas I was in the middle of a training session in Mumbai, India when my silent phone lit up with an incoming call. During the break I noted that it was from an unknown number from the Philippines. Instead of asking an impolite “Who is this please?” I sent an SMS saying, “I am in the middle of a meeting-how can I help?”

“You can help me buy a cocktail dress,” came back a prompt reply. This time, since I didn’t recognize the incoming number I responded with an impolite, “Who is this please?” “Pamela,” came back a quick response. Thinking this was someone from my family or friends, I responded with, “Right. Ha ha ha, and a Ho ho ho to you too!”

Read more

/0 Comments/by

Intention and Action in Sales

I am a big believer in the power of intention. Of course, believing in the power of intention does not, for me, cross out my faith in the power of action and my trust in taking action. Intention is the non-tangible seed and action is that aspect of all successes that is visible and measurable. Thus, without the right intention, your actions can be insipid and your outcomes can amount to zilch. Nada. Nothing!

In sales and selling when approaching new clients, analyzing their needs and presenting them with options or, even, solutions your true and authentic intentions will have a direct correlation to all outcomes and to the closing of the sale.

Read more

/0 Comments/by

Five Questions on Sales Coaching

It has been an interesting day one at the 5th HeART2HeART Sales Management & Coaching workshop at the Ascott in Makati, Philippines. Though I have talked many times about the various aspects of coaching at several venues still the questions that come up from a brand new audience create brand new opportunities for deepening and broadening my understanding of the field.

Read more

/10 Comments/by

Sales Coaching, a Calling

, ,

The real value underlying coaching others, especially your sales teams, is the fact that while you are helping, guiding and nurturing others into being their own best and unleashing personal resources for personal success, is that you as a coach, as a leader learn thrice as much. These are just three of the things that happen to YOU when you coach others:

  • Your own insights into the finer nuances of selling skills multiply exponentially.
  • You become a more cautious and a careful person and develop an uncanny ability into seeing what others need, what others say and how others express themselves.
  • You also learn to assimilate information in a dynamic and a holistic way.

Read more

/0 Comments/by