Where do you do come up with great ideas?

Would You Please Stop Whining?

OMG . . . don't you get tired of selling coworkers who constantly complain. “The market is terrible. The company has quality or service problems. Prices are too high. Cold calling doesn’t work. The company doesn’t do enough marketing—or the right marketing—to get quality leads.”

 It's not a complainer's fault that they don't have any business. It's everybody else's.

Some salespeople are lucky. They have an office with a door, and they can close it to keep the complainer out. Other salespeople sit in a bullpen or in a cubicle. When a complainer corners you, there is nowhere to hide.

Listening to people complain when there is work to do is stressful, especially when you feel pressed for time. If you don’t have a strong relationship, you could nip the conversation off by politely stating you’re on a deadline to make a call or get information to a customer.

What do you do if the complainer is a friend, but you don’t have time—or you’re not in the mood to listen to depressing talk?  Look for the next post to handle this situation.


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Is your summer to-do list structured for success?

Take an honest and critical look at your to-do list for the summer months.  What do you have listed?  What are your priorities? 

Breakdown the list into two categories:  Selling Activities and Servicing Activities

Is your list is top-heavy in servicing activities? Re-adjust your list to focus on selling activities that drive business development.

Other tips for summer business development . . .

·        Call “10 before 10”.  Make 10 prospecting calls before 10am each day. 

·        When visiting an account, drive around the neighborhood and note other potential clients you could call on.

·        Ask current customers if there is anyone else in their organization you should be calling on.




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