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SLH Morsel#79: THERE ARE DIFFERENCES: REPUTATION, REFERENCE AND REFERRAL

The most efficient Sellers want to “work easy.” How do I generate the best results with the least amount of effort? How do I leverage existing business to generate incremental business? In my years of work with experienced and rookie Sellers, there continues to be confusion surrounding references and referrals. And now entering the mix [...]

SLH SALES TRAINING MORSEL #78

DAVID RUBINSTEIN EDITED BY JIM OLSONWHAT I LEARNED WHILE WATCHING THE “WOLF OF WALL STREET” AND“THE SHARK TANK”For years, decades, centuries, and perhaps millennia, tons of Sellers has been confronted with the “sell me this pen” dilemma. Whether veteran or rookie, whether on your first job interview or your 30th, or at a party, someone [...]

SLH SALES TRAINING MORSEL #76

WHAT’S MY TIME WORTH?“THE AVERAGE BILLABLE HOUR”DAVID RUBINSTEINEDITED BYJIM OLSONIf we don’t know the value of something, how much value does it really have?Sellers tell me they have time management problems. They say they don’t have enough time to get done what needs to get done. But this may not be the problem at all. [...]

SLH SALES TRAINING MORSEL #75

HOW ABOUT A SECOND OPINION?DAVID RUBINSTEINEDITED BYJIM OLSONJust the other day, I was talking to my pal Joel, a sales guy with Klochko Equipment in Detroit.  During the discussion I had an epiphany of sorts. It dawned on me that most Sellers work by themselves, actually in a silo of sorts. Regardless of how many [...]

SLH Sales Training Morsel #73

THE NEXT STEP SCENARIO MEMODAVID RUBINSTEINEDITED BYJIM OLSONHere’s something that will take just a tiny bit of time yet yield a more thorough understanding of “next steps” in the Sales process. And, should create more time to focus on more important things.How many times have you heard from a client that they “forgot to do” [...]

SLH SALES TRAINING MORSEL #72

 “HOW AM I DOING?”DAVID RUBINSTEINEDITED BYJIM OLSONIt’s the time of year to take stock of what we’ve done and how we’ve done it. And, to know whether we’ve been naughty or nice. Hopefully, those who judge are okey doke with our performance.Because of the hectic pace of everything we do, how often do we do [...]

SLH Sales Training Morsel #71

IF YOU QUOTE IT, FOLLOW IT!DAVID RUBINSTEINEDITED BYJIM OLSONBecause of the frenetic pace of every Seller’s day, things sometimes fall through the cracks – it’s only natural but that doesn’t mean it should happen.Perhaps the most glaring example is when a Seller provides a quote or establishes a “next step,” but fails to follow-up properly. [...]