Coaches Corner - Page 3 of 4

August 25, 2017

Sales Tip #7 Play Nice with your siblings

I was an only child, but I had 19 cousins that I got to share life with. As #18 in the bunch, I didn’t really play all that much with them, but I did get to observe them and see the way they lived life. Some of my greatest memories were when we were all...

August 25, 2017

Your Team@Work Challenge: Make July Meetings a “No Cell Zone”

When you utilize your cell phone during a meeting you communicate three things. First, this meeting and the attendees are not as important as any call or text that may be received. Second, engagement before or during the meeting is optional. Third, social media is far more interesting than anything that may be learned during...

August 25, 2017

Irrespective of Title or Position; Learn just One Thing

Let’s be very clear that no one has any more time in their day than anyone else. We are all very busy, however we need to take time each day and at every encounter to “learn just one thing”. Obviously, we could focus on things that we could learn about our business, processes, operations, logistics,...

August 25, 2017

It’s Half-time in your Business

What’s your game plan for the Second Half? As the end of June approaches, what is your plan for the second half of the year? Before you can address that you need to review the video tape of the first half and take a close look at the score board. So how are the numbers...

August 25, 2017

How to Coach your Delivery and Service Tech Teams to Super-Size

We have all tried to encourage and instruct our Delivery and Service Technicians to be aware of and sell add on products and services. Some have been successful and others have, well let’s just say they have NOT been successful. This is a tough “sell” (No pun intended) for all of us. We need to...

August 02, 2017

Listen to the Customer and Give them the Cream

I treat myself once a week to a special brew of coffee at a brand all of you would know. I have enjoyed this weekly java for several years. I do on occasion visit this establishment more than once a week, but for the most part it is just a weekly treat. Even though I...

August 02, 2017

Business Coaching and Rock Climbing

Who would of thought that Rock Climbing and Business and Individual Coaching would have a lot in common, well they do. Within Rock Climbing there are several techniques that by definition are also seen within coaching. One technique is called a Dyno and this is when a climber jumps or moves dynamically from one hold...

August 02, 2017

25 Sales Tips you can Learn from your Mother

Vignettes inspired by spit and wisdom Mothers are full of advice. From early childhood, they fill our heads with the unique mom-ism’s that only our siblings could appreciate. These pearls can be applied to Sales and we have pulled together this humorous memoir of the guidance heaped upon our heads as children translated into timeless...

May 01, 2014

The More Things Change …

Has competitive bidding changed the way providers make sales calls? Yes and no. For decades we as HME sales representatives called on the referral community telling them about our products and services and the insurances which we were a provider for; all in the hope of getting them to choose us when a need for...

August 01, 2013

Keeping Pace With Change

While Providers Struggle with a multiplicity of challenges in terms of reimbursement and public policy, there is one challenge that will remain common throughout their careers: they have to make the sale. Whether working with referral partners or engaging patients in retail sales, providers must be able to get their clients to sign on the...