Challenge Corner

We’ve been talking about just how personal selling can become and reminding ourselves how unique our customers are. We’ve talked about customer needs and demands … and our need to connect and communicate with our customers on their terms. We’ll … Continue reading →

Last time, we talked about making our customers feel important to stay customer focused. That’s key to selling more, but not always enough. We also need to respond to customers’ needs and demands. Customers’ needs? Our task is to identify … Continue reading →

Finding common areas of interest is one way we discussed to keep our selling approach customer focused. Another is making our customers feel important. Like all of us, our customers want to feel important. Making them feel important means showing … Continue reading →

Have you noticed that selling needs to be a whole lot more customer focused these days? The personal side of selling and customer focus are so important now that my next series of blogs is all about ways we can … Continue reading →

  To close more deals, I’ve developed a Sell Alphabet. It’s a reminder to stay customer focused in every selling situation. My Sell Alphabet is based on the 7 letters in “people”. It highlights my core beliefs about selling and … Continue reading →

It’s the holiday season. It’s the time of year when we look forward to celebrating the season and connecting with family, friends and all those who are important to us. Strangely, we seem to pack all this connecting activity into … Continue reading →

We’re all looking for ways to sell more. Here’s my solution: put people first! So why is the people factor so important if we want to sell more? Well, when we sell people first, selling can be a whole lot … Continue reading →

For me, selling is all about selling people. Harvey Mackay has been a huge influence on my approach to selling because he’s a master of 2 concepts: selling people building customer relationships. We sales people know that, no matter what … Continue reading →

The other day, I caught some media coverage of the upcoming Olympics in Rio. As I watched Olympians preparing for their events, it struck me that high performance athletes have a lot in common with high performance salespeople. Both drive … Continue reading →

The Challenge Story is all about how we developed our online sell more learning product. It was originally posted on eLearning Brothers’ blog. eLearning Brothers is one of the key suppliers for Go for the Green Selling Challenge. How It … Continue reading →