We are all in sales. No matter what we do for a living, we all represent ourselves, our employer, and our value system to those with whom we come in contact. The very best sales people are not those who will promise anything and harass people to close a deal. People like that don’t last long in any job. They burn too many bridges in the process of getting it done. In my experience, here are some thoughts on what makes a good salesperson: They believe in their product. Whether you’re selling pen, cars, software, or hope, you cannot be great at it without believing in your product. I’m not saying that the product has to be great, but you must believe in it in order to champion it with heart. I once bought hundreds of pen fors my company because of the infectious conversation with the lady who cold-called…

In a sales presentation, you need to know who the decision maker is. And if you’re going to succeed, you must get that right. I have been in situations where I have presented to a room filled with people but I also understood that ultimately, the decision maker would make that call by himself. In a room of 20 people the opinion of one trumped the 19. Had I not known it, I would have missed the mark on my presentation. Next time you need to make a compelling case for an idea, or a product, you must identify the decision-maker in the room. However, do not assume it’s the boss. The ultimate word sometimes comes from an influencer who might not be the highest ranking person in the meeting. I learned that as an young music director. While on paper I was “in charge” of the music program of…

I enjoy people. I’m the guy who looks forward to a party to meet someone new as oppose to dreading have to walk in a room full of strangers. Most of the time that I find myself in a new situation, I look forward to making new friends. As gregarious as I am, I have learned that not everyone communicates the same way I do–as a matter of fact there are several different “communication languages” my clients and friends use for their primary mode of communication. Much like the popular “love language” concept where some prefer words of affirmation and others touch or some gifts, these communication styles or languages are key to unlocking the potential in a sales and management relationship. If you’re in sales (I believe we are all in sales of one form or another), consulting or ministry , the sooner you figure out the best way…

I have been in Vienna for a couple of days now and while my body is getting used to the 6-hour time change, my mind still struggles with some of the mindset that’s very unlike my own. I’m going to refrain from labeling my sensitivities as American/Brazilian, but I’m sure they have foundations on both cultures. One facet of the Viennese culture I’m having a hard time accepting is the retailers attitude toward consumers. Those of you who know me personally, know I actually enjoy shopping.   Yesterday I went to no less than a dozen stores, both bargain as well as high end. Throughout the entire day, not once a store clerk approached me and offered to help or even the simple, “let me know if I can help you with anything.”  Sometimes workers stood right next to me stocking shelves, other times they stood at their post next…

Every interaction you have with a potential client is critical if you want to establish a good relationship and eventually get the account. I firmly believe that you should value your input and expertise and charge for it adequately (I have blogged about it here.) However, I also believe that with each exchange with a promising new account you should find a way to add value in a way that cements in the other person’s mind the need for your services. Here’ s how I do it. I listen to their story. No matter what field of work you are in, people do business with other people and not just faceless entities. In order to be able to offer help, you need to know what’s important to the person you’re talking to, not only what’s needed in his or her business. These are often two different things. Sometimes you have…

Traditional retail is in trouble. More and more people are buying products online. It’s convenient, easy and, for the most part, cheaper than going on a shopping expedition to the local mall. Retailers have noticed that and are trying to figure out what they need to do in order to be competitive. Unless you are Walmart, the retailer behemoth, you know that you can’t compete purely on price. Not long ago while exchanging some Christmas gifts at The Buckle store at the Cool Springs Mall,  I was reminded that as far as retail is concerned there’s still no substitute for a great sales person. I went to the store to exchange of couple of items with no intention of spending any extra money. An hour and a half later, I left with three extra bags. I was thinking on my way out of the store, “what just happened?” Well, I…

If you have ever met me in person, you know that I’m highly relational. I’m truly blessed to work with people I like. I’m at the stage in my career that I don’t have to pursue relationships that are only financially motivated. This year, instead of paying for a booth at the Catalyst Conference (13 thousand Christians leaders meeting for 3 days in Atlanta), I opted to have a small gathering of clients, friends and even some new friends at a restaurant near the arena. Everyone seemed to have had a great time. I loved it. It was a great fit for my personality and the type of work our branding and development team does: focused, personal and relational. By the end of the evening, our friends and clients were talking unsolicited about the value we bring to them to our new friends and potential clients. I realized years ago…