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Chartwell Seventeen Advisory Group Inc. | New York, NY

#salesmba Archives

This may be a painful exercise but try it. Draw a line across a sheet of paper. Start by noting the year of your birth at the far left of the line. That’s easy.

Closing the sale is only the beginning of the relationship. Work as hard to keep the relationship as you did to establish the relationship. If your client fires you, it is generally because you are inattentive to them.

Are you finding that your sales calls are filled with gamesmanship? Are you and your prospect or clients continuously jockeying for position during a sales call? Do you find neither of you always have a clear and concise understanding of what happens next? Read more about our clear steps in how to execute a prospect sales call with the UFC Strategy.

If you seriously believe that your prospects and customers are always telling you the truth – this column may not be something you should be reading.

Traditional selling systems tend to push the envelope. Maybe that’s why the perception of salespeople, and the hard sell, has left the sales profession with labels like “aggressive”, “greedy” and “sleazy”.

They talk in torrents. They spew enough verbiage to soak the most resilient listener. They conduct a drop-by-drop word torture that swamps and then drowns their audience.

No mutual mystification. Any communication you have with your prospect must have a clear understanding about what happens next.

This column is really geared towards business owners, corporate executives and sales managers.

So you’re a Sales Manager. Talk about a tough job! How many hats do you have to wear on a day-to-day basis?

Trade shows are to salespeople what Christmas is to retailers. All year long you look forward to a brief period when you have the potential to sell a great deal of merchandise.

If you’re a sales person, you might be asking yourself, “Self, (that’s what I call myself) should I invest several thousand dollars in additional training?” Do I want to invest that much in me? Am I worth it?

Are you what some people call a “natural” for a sales career? That’s because their personality and yours match...

We started this series asking if you really understood the people that you sell to (or try to sell to) on a day-to-day basis...

The beginning segment of this 3 part series explained the importance of psychologically understanding the people that you work with and sell to...

What makes “excellent” salespeople excellent? What differentiates them from “average” salespeople? Is it attitude? Is it skill? Could it simply be luck? ...

Is there any magic to getting customers to WANT to come back to you and buy again? You bet there is! Is it easy to do? No...

In Part Two, I’ll provide you with some strategies to help your business acquire and keep loyal customers...

When you think about some of the most influential and successful leaders throughout history – I doubt you will find many who didn’t receive some form of coaching.

So you have probably said to yourself time and time again, “This year I’m going to make some changes!” ...

Here are the final 2 steps in turning those ‘intentions to change’ in to a real strategies with tangible results...

If you have a plan written down that you review on a regular basis, that sets the course for where and what you want to be in...

Would personal coaching be good for you? Answer: Only if you would care to move your personal success up to the next level.

Part II is a continuation from Part I of the eight-step strategy of the Up-Front Contract (UFC) of a sales call. Communication is key and using these steps will ensure to lead towards a smooth, honest and meaningful sales call. Please see the previous post for a more in-depth look at the first four steps.

For some people, decision-making is a painful process – for others it’s a “no-brainer”. For some, all decisions are tough decisions – for others there are few tough ones.

Two Part series about creating a process of making decisions more bearable in management and executive roles. In part one we discussed three decision-making tools to augment the process you use to make the decisions you can comfortably live with. In part two two more theories add to the repertoire.

We’ve been focusing on management hiring the right people for the last couple weeks. Now it’s appropriate that we take a look at how sales people can be efficient at finding the right sales position. Here’s a unique interviewing technique 180 degrees opposite the traditional approach to “selling” a prospective employer on hiring you.

In Part 1 of 2 we reviewed 4 necessary steps to take “before the interview” and the first 5 steps to take “during the interview”. Here in Part 2 of 2 we will conclude the steps (6 – 11) “during the interview” and the important steps to take “after the interview”.

How often have you listened as someone rationalized his or her mishandling of a problem by externalizing its source: "I can't meet my quota because...," "My territory’s too small," or "Our prices are too high"?

Topics include: An Honest Conversation - Not A Presentation, Prospect's Defense, Don't Be Traditional and Remove The Pressure