Imagine driving your car for a few seconds and then shutting it off to look at a map. Now drive a few more seconds, stop the car and look at the map again. How effective is this stop and go strategy? How far will you get if you continue driving like this? Many of us Read more …
How To Increase Your Sales By Turning Down Group Business
I know very little about wallpaper (actually, I know nothing). So when I was looking at some wallpaper in our neighborhood paint store, I must have looked really lost. Without having to ask for help, Bill the salesperson walked over and offered to help. When he realized that his store did not carry the kind Read more …
Three Unconventional Sources Of Group Leads Sitting In Plain Sight
Have you ever gone shopping for something only to find out that already had it at home all along? This could be something like milk, oil for a lawn mower, or any other item. It this sounds familiar, then you’re not alone. In fact, we do this at work too when we are prospecting for Read more …
How Follow Up Emails Help You Retain Group Business (And Blow Away The Competition)
I love tea. And just like other tea lovers, I find myself boiling water several times a day. And much like everyone else, I sometimes forget that I left the stove on and the water just boils off leaving me with a hot and empty pot. Because I was focusing on other tasks, I ended Read more …
The Right Way To Lose A Piece Of Group Business
“We decided to go with another hotel” said the coach of the sports team.” That statement can make or break a sales managers day, or even a week. We’ve all heard it before and there is no doubt that we will hear it again. But there is nothing we can do once we have lost Read more …
What A Broken Jaw Can Teach Us About Making More Sales Calls
Ken Norton broke Muhammad Ali’s jaw. He was one of five fighters to have ever beaten Ali, arguably, one of the greatest athletes in the last decade. Norton attributed his success to Napoleon Hill’s motivational book “Think and Grow Rich”, a book he claimed to have read over 100 times. And the lesson he learned Read more …
Do You Do This To Connect With A Prospect?
Have you ever tried to use the wrong charger with your cell phone? We all have, haven’t we? And the result is always the same. The phone won’t charge because the charger won’t connect to the phone. But the right charger will connect seamlessly. Many of our sales calls are just like using the wrong Read more …
How Timing Is Critical When You Are Prospecting For Groups
¨How would you like a lush green lawn next spring”, said the voice on the other line. As I peered out my window, all I saw was a foot of snow covering my yard. It was December, and the last thing I was interested in talking about was the lawn. As I hung up the Read more …
How to Use The Reciprocity Effect To Get More Group Leads
Can a free soda cause people to buy raffle tickets? In 1971 Dennis Ryan, a social scientist recruited participants for an “Art Appreciation Experiment.” Except that wasn’t the real experiment. During the “Art Appreciation Experiment” Dr. Ryan had his assistant give half of the participants a free soda. At the close of the experiment the Read more …
How To Let Your Eagerness Lead To More Group Sales
As soon as I open the door to my house, I hear little footsteps running towards me. No matter where he is, my two year old son hears the door open and he is running with a huge smile on his face. And with the eagerness that is apparent in his eyes, I have no Read more …