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The TACTIC: Know your problem. Make sure that the problem you need to solve is your problem and not a problem someone else needs to solve.

The TACTIC: Never manage your numbers, manage your behavior. Since your sales volume is based on how you behave, manage your behavior instead of wasting time trying to manage anyone else’s behavior.

The TACTIC: Don't commiserate. You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

The TACTIC: Pop into their future. By being in the prospect’s future, you have a prospect who is now looking for reasons to purchase from you.

The TACTIC: Lead them back from the future. Teaching someone how to alter her future behavior is more productive than passing judgment on her past behavior.

The TACTIC: Be on goal time, not clock time.  Either way you are going to spend the time. The only question is how. Which one makes you money?

The TACTIC: Don't give salespeople answers.  Showing someone how to solve a problem is infinitely better than solving the problem for her.

Here, then, are four best practices you should consider now for getting the right people into the right seats in 2019 … the people who are the very best fit for your business.