In many sales positions, you hear reps say things like, “I can sell 5 ____ and there’s my car payment.” There is definitely a thrill in making a sale all by yourself (and getting the credit), and being looked at like a successful sales person. On the other hand, team sales have a place and […]
Read MoreTake a good look at the guys in this picture. Hands reaching. Shouting. Desperate faces. I’m going to take a guess that your customers don’t look like this when they come to your store. If you sell from a desk like we do, they probably don’t sound like this when they call to buy from […]
Read MoreFor the past few months, the buzz around the Sales Floor has focused on one thing: Tough Mudder. This grueling 11.8-mile obstacle is designed to test one’s mettle. Scaling walls. Jumping into ice water. Crawling through tunnels. And running through fire, electricity, and lots of mud. Best of all? We get to take on this […]
Read MoreGrowing up, my gramma was always the queen of colorful country colloquialisms. Some left me scratching my head (I still don’t know what gobbledygook is). But others were little gems of country wisdom. “He’s as windy as a sack full of farts,” to describe a particularly loquacious individual. “He’s so full of s#*% his eyes […]
Read MoreA day in the life of most salespeople is typically driven by a rousing game of fetch. We throw out a proposition or an idea, and we expect our prospects to react in a way that leads to them recognizing value and pursuing a partnership. The pitfall with this approach to sales is that it […]
Read MoreIf you ask me, Vince Lombardi was a first class salesman. During his time as an NFL coach, he sold his coaching methods and knowledge to hundreds of professional football players and owners (fans). His quotes are famous, so I’m sure you’ll recognize this one: “Football is like life – it requires perseverance, self-denial, hard […]
Read MoreWe’ve recently formed an ETE Tough Mudder team. What’s a Tough Mudder? A gruesome, 10-12 mile military-style obstacle course of pure pain that 8 of us have decided to tackle together. A team of all ages, background, sizes, personalities, and skill levels on a mission to finish this race as one crew. You might think […]
Read MoreThe other afternoon, I went to an automotive supplies store. No, I wasn’t lost. I needed a small tool and figured they might have it. Plus, it was an opportunity to support our industry. I was wandering the aisles for all of 30 seconds when a friendly employee pointed me in the right direction. With […]
Read MoreMy name is Aimee Brock and I am a huge nerd. Traditionally, Monday mornings have been rough for me – not just because they’re Mondays, uh, or mornings – they’ve been rough because of Game of Thrones. As a fan of the Song of Ice and Fire series by George R. R. Martin, my Sunday […]
Read MoreSalesmen have one important job: to close. But if that were all it took, selling would be easy. Every salesman knows that selling is not only in the initial sale (which feels really good), but in what comes after. I call it the art of finessing. When you finesse, you skillfully handle a situation with […]
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