Whether you’re coaching an employee or yourself, to use coaching for results you need a model that works to bring about high performance. I’ve used a good model for years and can apply it to any client situation. It works really well with sales and presentations. Here is a recent sample of a coaching session where I demonstrate the model I use.
The key to a good model is that it must be useful. As stated in wikipedia “Conceptual models represent human intentions … Read More
I invite you to listen in on a conversation I recently had about Intentional Selling with Denise Wakeman. This is an important conversation you need to be having about your own selling intentions.
Denise Wakeman, a guru in online visibility marketing, recently hosted one of her ‘Conversations with Experts’ episodes and interviewed me.
The topic was How to Sell with Intention to Create More Results. In our 30 minute conversation we discussed the 6-step sales process I have developed to help entrepreneurs, business … Read More
In a previous post I discussed the Power of Intention for Accelerating Sales Results. The notion of intention is a foundational building block that I weave into all of my coaching and Intentional Selling sales process skills training. That’s how important it is.
If you want to increase your sales results and shorten your selling cycles, there is nothing more streamlined than becoming aware of how your mindset impacts your selling behaviour. Read my post on Intentional Selling: Why 3 out of 4 People Suck at Sales to learn more … Read More
You know your intention, but how well do you know your levels of intention? Here’s why this is so important for sales success.
First let me ask you this: What does the word ‘intention’ invoke in you? “The road to hell is paved with good intentions” is a quote that’s been in use since the 11th century. That saying gives the word ‘intention’ a bad rap. And in some situations it should have a bad rap. If we don’t fulfill … Read More
I recently read in Hubspot some astonishing statistics on the performance of salespeople: A study by Objective Management Group (OMG) concluded that only 6% of salespeople across all industries are “elite sellers”.
They also reported that 3 out of 4 sales professionals are failing. These numbers aren’t coming out of thin air. They are based on the evaluations of 700,000 salespeople!
However the study was not all bad news. The silver lining is that most of the sales professionals in the 74% bracket … Read More
If you’re like me, you’ve got big plans and goals for 2014. But what happens when procrastination rears it’s ugly head and stops you from your intended tasks? Like a vicious dragon, resistance is deadly.
The month of January is a time for reflection and refocus on our priorities. I’ve been reading plenty of blogs and articles on the importance of setting goals and success strategies for achieving our goals. All good stuff – in theory. But the true measure of a good … Read More
In my last blog post, I told you the story of my early selling days when I struggled for six months to make a significant sale. I had plenty of sales contacts, but not enough results.
And with 100% commission, you know that’s not good! I guess I must have been at a turning point. I decided to pick up the phone and go right to the top of my best prospects. I called Al Kupcis, then CEO of Ontario … Read More
Every once in a while something happens that changes your life forever. Here’s what one man taught me that formed my selling mindset. I learned that the right selling mindset is the fastest way to produce sales results.
In the early 90’s, Al Kupcis was President and CEO of what was then Ontario Hydro. He led the company through an intense period of deregulation and massive change including downsizing, reorganization and restructuring. Al Kupcis has no idea how much my one meeting with him changed my mindset … Read More
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