Whose Easter Eggs are They

Bed time was the usual time of 8 o’clock for the kids, though they did not fall asleep quickly.  Tomorrow is Easter Sunday with the traditional Easter egg hunt in the morning before Church.  The parents were ready with eggs filled with candy, dollar bills and small gifts.  They would have to wake up before the kids so they could hide the eggs in the backyard.  All was ready and off to bed the parents went.

The next morning the parents awoke before the children and quietly snuck out to the backyard.  They hid some eggs under the big evergreen tree, a few next to the swing set legs, a couple under the trampoline, one in a tree and some along the fence.  They counted 24 the night before and all were placed for the kids to hunt for and discover. [Read more…]

Stop Helping People!

This title causes most people to flinch and reread it.  They react with, “but that’s how I describe what I do.  I help people.  I help companies.”  I response with, “Stop it!“

What makes you think they want your help?  What makes you think they need your help?  Why not someone else?

Helping people that don’t see a problem is being assumptive.  What upsets prospects the most is assumptive salespeople.  Don’t assume people have problems.  It is insulting.  They certainly don’t want other people pointing out their problems.  Especially a salesperson off the street, they never met.

Start working with people.  Get on the same side of the table with them and fight with them against a problem or towards a desired goal.  Here are three reasons why: [Read more…]

Be a Problem Finder!

See, prospects are buying on value, not price. Salespeople think prospects are buying on price, so the right away selling on price, price, price, and then I go, who’s turning your product into a commodity? Me, the prospect you’re leading with price. So you’re telling me I should buy from them. So if somebody else comes in the door and they’re offering your same product for fifty cents less, you’re telling me I should buy it from them? [Read more…]

Who Knows More About What a Prospect Needs – You or Them?

And?  That’s right.  You do.  You know more about what a prospect needs.  The goal of your conversation, with them, is to convince and persuade them, to see the same.

You are a valuable resource.  The knowledge, service and products you offer only have value when they can be used to fix or change a current or future problem.  The prospects illness.  That you have a cure for. [Read more…]

VIDEO: Growing Revenue and Increasing Profit


Presented a luncheon workshop on Tuesday, January 29, 2019
at the Minneapolis Club [Read more…]

Get Outside your Comfort Zone

In negotiation, the more information you have, the better position you’re in. The greater leverage. Same thing when it comes to sales. Prospects know this so they withhold information, don’t share it with the salesperson, and then they’re in control. The prospects are in control and the salesperson is scrambling. Because the first time they had a conversation with them, there wasn’t enough engagement.

Stop Hoping, Trying and Helping

Imagine you are checking into a hotel and the front desk clerks says, “We hope you enjoy your stay.” As if to really say, “We haven’t done anything special for you, even though we knew you’re staying with us. We just hope, by luck, you are satisfied.” Really! [Read more…]

Are Your Results Rewarding?

Are your actions rewarding? Are you moving ahead. Think about where you are and where you want to be. Are your actions taking you there? If not, what has to change? [Read more…]

Process of Change

https://mnsales.com -So you look at a salesperson changing. It’s the same process as a prospect changing. We go through the same process and the first is awareness, so we are scratching our head as individuals, and feel frustrated? Why do I feel like something’s not working like it should? And then we get the second step, which is [Read more…]

When a Prospect Gets Upset

I’m curious. Tell me more. So then you know the salesperson that asks another question and listens for the right followup question, and here’s where these followup questions get more emotional and here’s where the salespeople start backing off. [Read more…]