Articles on: Sales

Herrera-Davis-Holland….The power of an “H-D-H” in your business

Click the play button if you’d prefer to listen to this blog post – and don’t forget to leave us a comment below! It is the last week of October and the Royals are still capturing the hearts of the baseball world.  It would almost seem sacrilegious to not pull another nugget from this team […]

Winning Advice – #2 Acquiring Customers

Acquire Customers was number 2 of 5 on the recipe for business success given to me by a dealer mentor when I first purchased my dealership in 1997.   It was second in importance behind “Hire Quality People” on a 200 word, handwritten blueprint, drafted by this senior peer.   Although his dealership’s track record for growth, market […]

The best thing you can do to make your sales team better…

Sales management may be one of the hardest things a business owner has to do. Managing a sales person (or a sales team) successfully can be a real challenge. If you’re too loose about it, then you’ve abdicated your primary revenue stream and you’re left hoping that things work out. If you manage it too […]

The best way to Advance your sales success…!

A successful sale – for everything but the simplest transactions – is a series of steps…and in order to reach a win-win conclusion you have to make it through all of the steps. But sometimes the most challenging part of the selling discussion is being able to link those steps together and keep everyone on […]

What are your Common Complaints?

Did you know that one of the best ways to communicate your value is based on your common complaints? Well actually not YOUR common complaints, but the common complaints of your best / most likely customers.  One of the key tenets of great marketing is that you are always answering your prospective customer’s question of […]

The Science of Selling – Reactance Concept

Have you ever had an experience with a little kid where you had to tell them they couldn’t do something?  If it’s something they’re really into, then the response you got was likely a strong look of defiance, maybe hands on hips and a spirited “No…you can’t make me”.  In fact, the harder you pushed, […]