All of the past Sayers Group Newsletters are available for download in PDF format from here.

Author
Bill Sayers Bio
Coaching
Team

-- Past Newsletters --
2011 | 2010 | 2009 | 2008 | 2007 | 2006 | 2005 | 2004 | 2003

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December, 2010 - What Will You Celebrate?

As 2010 comes to an end what are you going to celebrate? For some it has been a great year. For others it has been a good year. And for others it was a challenging year. Regardless of what kind of year you have had we all need to reflect on the year and celebrate the successes and challenges and what they mean to us.

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November, 2010 - What Makes You Successful?

How do you measure your success? When do you know when you have been successful? What is your vision of success? 85% of all lottery winners are bankrupt 5 years after they win the lottery. Obviously money did not make them more successful. Where do you keep that file folder with your written goals for both your personal and professional life? 95% of you don't have that file folder – so how will you know when you are successful?

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October, 2010 - What are You Really Saying?

When you get in front of a prospect or customer for that important meeting – What are you saying? Are you clear on what you need to say and how you are coming across? Are you prepared and presentatable? What is your prospect or customer hearing and seeing?

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September, 2010 - What are You Asking For?

Be careful what you ask for; you just might get it. I am always telling sales people this old adage. How are you starting each day and what are you saying to your self before you leave home? What are you saying to yourself as you go into your big meeting this week? What are you asking for as you plan for next year's business?

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August, 2010 - What am I Doing Today?

We all need plans and to have a sense of what we need to do to be successful. Very few sales people have written plans for their business or their personal goals. They tend to say: I know what they are and I know what I need to do. Yet at the end of a year they are rarely happy with the results they have created.

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July, 2010 - What is Your Sales Process?

What is the process you need to take customers through to produce a sale? What steps do you need to take and does your client know what these steps are and why they go through this process? Knowing this, both as a sales rep and as a customer, can be critical to your success.

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June, 2010 - What Do You Celebrate?

The “sales Game” is a challenging and rewarding game. With the challenge comes the need of keeping your focus, having a clear plan and executing on your plans each day. It becomes important to keep your focus that you celebrate your success each week. So what are you celebrating, on a regular basis?

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May, 2010 - How do You Manage the Sales Person Stereotype?

Sales people are looked down upon and viewed by many as slick, pushy, aggressive and cheats. While we may have earned that reputation by a few sales people there are too many occasions where we all experience that behaviour. So how do you deal with customers and prospects that have that view?

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April, 2010 - Where is Your Value?

How do you create value for your customers? How do you create value for your organization? How do your customers value you? How does your organization value you? We talk about value propositions and value statements. Too often we miss what it is our customers truly value. Next time you are in front of a customer ask them what they believe your value was in the last project you worked on, the value your product or service bring to their business or what value they see “you” bringing to their business. Then listen to what it is they are saying. It will not be “that you have the lowest price”!!

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March, 2010 - Funnels and Forecasts – The Great Game of Sales

The second edition of my book is formally being released this week. I learned a long time ago that I know a lot, yet I don’t know a whole lot more. I am amazed on a regular basis by the successes reps have, the things they do to be successful, and what a great profession sales is. I am also amazed on a regular basis by how poorly companies treat their sales people, how poorly sales people behave, and the lack of responsibility they take for their actions and results.

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February, 2010 - What Happened to Herb Tarlek?

Herb Tarlek was the quintessential sales “guy”. He wore white shoes and a white belt. He wore plaid pants with plaid sports coats and a patterned tie!! He had a line for everything and he thought he was a “ladies man”. He was the one salesman that gave salespeople a bad name. He was slick and he was sleazy. He was a sales guy at a time when sales people were pushy and manipulative.

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January, 2010 - The Keys to Success?

Comp plans drive behaviour. Yet, how many companies and sales reps don’t understand this simple fact. Company’s change comp plans and can’t understand why sales people leave and/or why they are getting the results they are from the plan. Sales reps struggle with their comp plan or don’t understand the plan and therefore are unable to use the plan to their advantage.