Scott Schillings Blog
Dealt a Disappointment--Deal with it!April 19, 2010 Youâve spent two days planning for a major sales appointment that will certainly turn everything around for your month. Your presentation is perfect, your bags are packed and your airline ticket has been printed out. Your expectations are high tempered by the facts of life in this crazy economy. But itâs not the Recession that... Read More |
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Price PointersApril 14, 2010 In case youâve missed the news flashes, the Recession is getting better. Even Jim Cramer seemed strangely optimistic this week on âThe Today Show,â advising Americans to âhang in thereâ because housing and the stock market were showing sure signs of improvement. He even predicted better times in the future. Read More |
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The Other Common Sales MistakesApril 10, 2010 If your focus is on always going the extra mile to help then you really canât lose in sales. Yet, Iâm constantly asked how to make that possible and how to avoid other common mistakes, so the focus remains on great customer service. Read More |
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A Close CallApril 7, 2010 The number one mistake people make in sales is not closing. In other words, itâs all talk and no action. You might even leave a client thinking, âIt was all going so well, but he didnât place an order. She didnât sign up. What went wrong? Was it me?â Read More |
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Five Star ReviewsApril 5, 2010 Perhaps youâve heard the saying, âThe customer is always right.â Itâs the first rule of sales. The joke is that the second rule of sales is: Refer to rule number one. Read More |
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Let go of your EGOApril 2, 2010 Imagine if you could order a life transformation as if you were going through a fast-food drive through window. âHello, Iâll take a number 7. Yes, thatâs the profound life experience with an order of fries. Extra ketchup, please.â A few weeks ago, I was hoping it would be that easy when I sat down with my good friend Gilles. Before I go... Read More |
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Positivity Booster ShotMarch 31, 2010 Todayâs blog is a bit of a booster shot when it comes to an idea that we all need to embrace in the world of sales. Think of it as a push in the positive direction. This idea comes from a discussion I had with a friend who was struggling in his career because of the economy. He said, âScott, Iâm looking at the first quarter of this year and... Read More |
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Say It and Mean It!March 29, 2010 There is a quote by Edward R. Murrow that Iâve always loved. âTo be persuasive, we must be believable; to be believable we must be credible; to be credible we must be truthful.â This brings me to the topic of communication. In sales, itâs crucial because if you canât talk the talk then your customers will walk the walkâ¦in the other... Read More |
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Are you Clear?March 26, 2010 One of my close friends has an amazing way of putting things in perspective. Of course, he uses sports metaphors, which often have an uncanny way of applying to life. âYou canât steal second base with your foot on first,â he says. Read More |
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Setting GoalsMarch 25, 2010 Two salesman go into a coffee shop. No, this is not the beginning of a bad joke with some lame punchline. Read More |
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