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Trustpoint Management Group-TX, LLC | Addison, TX

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I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. I recall my boys’ mother and me saying to each other on numerous occasions, “We can’t get mad at them if we weren’t clear with our expectations.” Sometimes, the principle sounded like this: “Don’t punish them if you didn’t tell them they would be punished.”

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals In this episode:

  • Why do we struggle to ask for referrals?
  • Attitudes to help you get business from referrals
  • Give referrals to get referrals

Is it possible to solve a problem we don’t understand? No, if we don’t know about a problem we can’t resolve it.

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like?

 

Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge.

 

Often, we’re frightened when we come to terms with a problem that has grown out of proportion and seems dangerous. As these problems manifest, we become more and more aware of the intricacies that have created it. The hardest truth to face when it comes to challenges that build up overtime is that they are typically products of our own creation. Often, built out of a lack of perspective to our own coded responses that come from the autopilot of repeated behavior.

 

Selling to major accounts, also known as enterprise accounts, is radically different from selling in other spaces. For one thing, the major account selling cycle is a continuous process – continuous because there’s no end to the cycle of selling to and serving large accounts. And the streams of transactions over time between buying and selling organizations constitute a client journey with a distinctive itinerary along a clear roadmap, a roadmap that delivers value on an ongoing basis.

 

How much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan.

Professionals are primed and ready to discuss their product or service when they are given a chance. But are they approaching the discussion in a way that gains credibility? There are several common methods to discussing products or services but professionals need to understand that their style will influence a buyer's trust.

Jack, a salesperson, was having some challenges. Feedback from multiple sources -- his own clients, prospects, customers, and colleagues -- suggested that his communication skills needed some work.