Some people are naturally good listeners. I’m lucky, I am. However, that puts me clearly in the minority. It doesn’t come naturally for most people. I on the other hand I will listen intently to whomever I am speaking with. Most people are naturally more of a talker. They have […]
We’ve all been there, you’ve done everything you possibly can, your techniques have been right on target, but your prospect still won’t buy. I was talking the other day with one of our long time OHH clients, great sales guy, very experienced. He was telling me about a long-time client […]
As the new year unfolds, OOH sales organizations often find themselves at the crossroads of change, facing new challenges, new opportunities. Embracing these changes, salespeople must adapt and evolve, turning challenges into opportunities for growth and success. In the face of change, many OOH sales professionals tend to resist, opting […]
Over the years I have posed a pivotal question literally thousands of times to OOH professionals: Is selling merely about telling? Unfortunately more than you might guess responded that they believed that it was. Often, when people find themselves in a selling situation, they believe they should educate the prospect […]
The Success Triangle is a proven formula for OOH sales success – and a proven formula for every other kind of success. OOH sales leaders, and all leaders, can benefit from learning about this model and implementing it with their teams. So, what is it? Those three corners on the […]
Happy New Year! As we step into 2024, the notion of commitment echoes through the famous words of Yoda from “The Empire Strikes Back”: “Do. Or do not. There is no try.” While I may not be a Star Wars enthusiast, this particular line resonates universally. Saying “I’ll try” often […]
In the spirit of the season, treat yourself to a valuable gift this Christmas – the knowledge of when to gracefully “close the file” on a prospect. We like to have a very full, robust pipeline of prospects. It makes us feel good about ourselves and the job we are […]
Role play is one of the most important things that you could do as an OOH sales leader. Why? It makes you strong, but it also creates muscle memory for your team. Here’s what happens when we don’t role play. We tell people what to change in their sales process. […]
Earlier this spring we talked about the value of having a strategic plan for how you are going about managing your OOH book of business or in other words, your account list. Making sure to break down that account list into 4 strategic “buckets” each requiring distinct approaches to maximize […]
In our ongoing collaboration with over 50 OOH client companies, we’re currently immersed in the annual goal-setting process. Why, you ask? Because they are gearing up for a successful 2024, and they understand that achieving this success requires each individual to set meaningful goals, fostering a sense of urgency to […]
