Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
The Question is the Key
Of all the ways that you can think about your job, nothing comes close to formulating powerful questions to ask yourself, and then answering them in writing. The question you ask yourself is your single most powerful thinking tool.
Characteristics of a Successful Professional– A Propensity to Take Risks
Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here’s one: The propensity to take risks.
Q&A for Sales People: Tough Market
There is a principle at work here. The act of changing your mindset and focusing on something positive has a way of changing your results. You begin to see opportunities that you previously overlooked. Your more positive attitude oozes out of you, and subtly influences the people around you.
Why Good Sales People Often Turn into Mediocre Sales Managers
Consider the unique blend of strengths and aptitudes that often mark the character of an exceptional sales person. Exceptional sales people often have very high standards for themselves and everyone around them. They are highly focused on the customer, often to the determent of their relationships with their colleagues. It’s not unusual for your star sales person to irritate and frustrate the people in the operational side of the business, with a brusque and demanding attitude. After all, they think, I’m extending myself to take care of my customers, why shouldn’t I expect everyone else to do so also?
Stop the Bleeding! The biggest unacknowledged cost of sales
But those costs were invisible, hidden not only from his eyes, but also from the management and executives of the company. They saw a quote uncovered and delivered, instead of a sales opportunity misinterpreted and mishandled.
Q & A for Sales Managers: Motivating Sales People
There is a natural tendency for sales people to become self-sufficient and to consider themselves above management. It’s easy to understand. Of all the professions, a sales person has the ability to make decisions on a moment-by-moment basis about what he/she will do. That’s a tremendous responsibility. And, over a period of years, those decisions often become ingrained as unquestioned habits.
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