| News From Coach Gerry Layo |
Smart Selling in a Recession®
Full-Day Workshops: |
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SALES MGRS and COMPANY LEADERS
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WHEN: June 4-5
WHERE: Chicago, IL
A Sales Manager's job is NOT to grow sales. It is to successfully grow Salespeople--in both quantity and quality--within your organization!. This 2-day action-packed Sales Manager Boot Camp will help you discover and develop powerful coaching skills in 7 critical areas to coach your sales team to greater sales & profits. Visit:
www.salescoachintnl.com
for more information and to enroll TODAY!
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When the Economy Gets Tough--Your Relationships Need Attention
www.GerryLayo.com
by Gerry Layo
That mysterious black-box called Relationship Selling must be opened to pursue a long-term career in the profession of sales. Take some ideas from some of the Top Sales Pros and improve your relationships at work AND at home today.
[FULL STORY]
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Connect (and Re-Connect) with Your Customers with QUESTIONS
If you're not CONNECTED, chances are you are DISCONNECTED!
www.GerryLayo.com/Teleseminars
It is no secret that many of our prospects and customers are facing difficulty in their businesses in these economic times. The value that a sales professional must add today comes from truly understanding and connecting to the specific needs of their customers today. If a prospect or customer does not have that sense of connection with their sales rep, they will often turn to lower priced offers to attempt to gain value that way. It is the responsibility of the sales rep to MAKE THAT CONNECTION!!
[FULL STORY]
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Invest in Training or Pay the Price of Non-Education
What (and where) are your salespeople costing you in revenues and profits?
by Gerry Layo
Consider for a moment the cost to your organization that an untrained (or undertrained) sales force can create. Right now, as you read this, there are thousands of salespeople calling on prospects, customers, and clients in this turbulent marketplace who have little-to-no idea as to what they can (and need to) do to identify opportunity, qualify buyers, manage common objections, identify buyer’s motivations, position themselves and the company as value add resources, or ask the right questions to earn the business. Instead, they have been taught how to pitch, present, and price!
[FULL STORY]
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Where is Your Daily "Scoring Zone?"
Keep your focus on the right things to keep the opportunities flowing....and posting the right scores.
www.GerryLayo.com
by Gerry Layo
Here are FIVE areas on which Top Producers continue to focus (regardless of the economy) to stay on top and keep the pipeline full. Are you spending the right amount of time in these areas?
[FULL STORY]
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| What's Gerry Reading Now? |
 Recently, I picked up and read my third book by Malcolm Gladwell called Outliers--The Story of Success. In a nutshell, this book, like many of Gladwell's other books such as "The Tipping Point" and "Blink" takes us through several discoveries based upon mounds of research done by Gladwell and his team. In this book, he explores and uncovers many examples of extreme success and digs into the commonalities in each. Some of my biggest take-aways centered on the theme that success was NOT typically based upon the individual but rather from things such as when they were born, the culture from which they come, and the amount of time spent learning and working on their area of excellence. With so many books on success focused on things such as drive, personality, goal focus, and innate talent, this book takes readers in an entirely different direction and, as is his style, Gladwell addresses BOTH sides of the spectrum--the successful as well as those that have NOT experienced the same success even though the "start" of their path seemed identical to the "winners." I believe that you will enjoy Outliers as it is both entertaining and eye opening.
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ARCHIVES:
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Issue 68
November 5, 2008
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Issue 67
August 25, 2008
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Issue 66
June 18, 2008
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Issue 65
March 20, 2008
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Issue 63
February 5, 2008
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Issue 62
December 4, 2007
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Issue 61
October 16, 2007
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Issue 60
May 22, 2007
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Issue 59
February 7, 2007
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Issue 57
October 3, 2006
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