From Rut to Strut – Changing Your Outlook and Sales Results
In 2012, February 29th is a bonus day. Not one you usually get. How you spend it is your choice. This full-day, interactive sales development workshop is designed to change ones outlook, behaviors and...
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Scott Plum Introduces the Minnesota Sales Institute
[VIDEO] The Minnesota Sales Institute is built on the understanding of the interaction between a prospect and a salesperson. Sales training involves a transformation of beliefs along with a change in...
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Turning Inquiries into Income
Everyday millions of amateur salespeople answer phone calls and emails without asking the prospect any questions. Companies are spending thousands of dollars to make the phone ring, only to have an...
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What happens when the pigs don’t eat?
Wayne, a feed salesman, pulls into the yard and greets Donny, the farmer, outside his barn. He steps out of his truck and exchanges a hardy “morning” with Donny. After a few comments about the weather,...
View Articledefine: Value
Sitting in on sales calls I hear the word ‘value’ being volleyed back and forth between the salesperson and prospect often wondering what each other thinks the definition is and if it applies here. I...
View ArticlePilot in Command – Minnesota Sales Institute
Pilot in Command – Minnesota Sales Institute
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Be Hamlet
Every year the students in the drama class at Lincoln High School perform a one-act play for the student body. Students have their choice on what play and scene they want to act in. Johnny, a senior...
View ArticleHow Not to Turn Your Product into a Commodity
I was working in the office one afternoon when two salespeople from an office supply company walked in. After they introduced themselves, they wasted no time noticing the laser printer on my desk. One...
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Leave Your Mother on the Bus
How many people go with you on a sales call? Most of us would say there’s just me and the prospect. But who else? Does your mother come with? I don’t mean in person…but can you hear her voice repeating...
View ArticleCommon Reverses and Softening Statements
A lot of people ask that. And And because of that? And if I could do____, what do you see yourself doing at that point? And that would result in… And what you want from me is… And you’re pointing that...
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