Tag Archives: sales training

The Best Advice I Ever Got with Kate Tunison

It took me a while to learn this lesson but when I did it stuck! It’s really about being brave and having respect for yourself as a salesperson. When that happens your client does too.

In my first sales job I was an eager achiever very motivated to making sales. In my territory there was a large telecommunications company in which I had been making calls through the proper channels as they requested. I badly wanted to break into this company in a big way – all my instincts told me there was something big there and I just needed to find a way to uncover it. Every now and again my contact in the purchasing department threw me a bone which I hungrily gobbled up and asked for more.

One year she asked me to bid on the services they needed that my company could provide – the prize was their business for that year. I worked on the proposal, dotted all my i’s and crossed my t’s and had it in ahead of time. Disappointingly, I didnt get it however my contact continued to throw me some scraps which I continued to work on as eagerly as if she had given me a huge chunk of business that my life depended on. Time rolls on and again for the second year in a row she asks me to bid on their yearly contract. I put the proposal together carefully with my hopes once again very high – after all, I had done good work for them, hadn’t I? Well, once again they gave it to someone else leaving me frustrated and bewildered.

By the time the 3rd yearly request came around I had still done good work for them when given the chance but my enthusiasm was starting to wane  (about time, huh?) so I went to my Center Manager asking for assistance on what we could do differently and where could we cut our costs. His response was, “I don’t want you working on that proposal again this year. You have done good by them, it takes a lot of time to complete and they are just using you so they can say they have 3 proposals. They have had no intentions of switching their business to you. Remind them what you have done for them and say that if they are just needing you for a 3rd quote that you are not interested.”  Whoa….that was a different approach for the eager achiever and one I needed to give some thought to.

I did think about it and I outlined the departments I had done work for, the customer service they had received and that I had followed their procedures and done everything else asked.  I felt very justified in what I was getting ready to do and a little nervous too. I called my client back and began a discussion about our past history and the good work we had done and how I had bid the previous two years. Near the end of the discussion, I said, “with all due respect, it takes me a very long time to put all of the information together requested in your proposal and if you are needing it just to have 3 proposals I respectively decline this year.” Silence on the other end. We hung up, I felt deflated and wondered if I had just shot myself in the foot!

A week or so goes by and I received a call from my client congratulating me.  She informed me she was planning on opening a very large PO for my company and I was free to call on all other departments – she really gave me free reign to drum up as much business as possible. I did, and the POs kept getting renewed and climbing in terms of dollar amount. That account eventually became one of the largest we had locally as well as nationally.

My lesson was sort of like “know when to hold them and know when to fold them.” I took a chance, gulped and said what I needed to say. Based on a good history with this client we deserved to play in the big leagues with them. It worked out but it would not have had I not had a good history to stand on and the courage I needed at that moment. The confidence that gave me really helped my career take off and I never looked back except to say thanks for a great lesson learned.

About Kate Tunison

Owner: PresentingPlus! - a sales training, presentation skills company. I help people be themselves, only better! Trainer, Coach, Presentation Skills, Salesperson, Dog Lover, Gardener, Cook, Traveler

Are You Lucky?

Do you believe in luck? Do you consider yourself a lucky person or are you waiting for your ship to come in? There is a difference between luck and randomness. You should create your own luck and remove the randomness of you results.

Recently, I conducted a sales meeting for a business. Before I gave the meeting, I entered the meeting area before the sales team arrived and I taped a $20 bill to the bottom of a chair. During the meeting, I asked everyone to stand up and then look underneath their chairs and tell me what they found. Everyone was saying they hadn’t found anything except the one person who was sitting in the right chair, who yelled, “I found $20 bucks!”

After the gentleman found the $20, I asked everyone if that was luck that he found the $20. Some replied “yes” and some replied “no.” I told them that the reason for this exercise was to make several points. First of all, the person who found the $20 had to get up out of bed, drive to work, be there on time and pick the right seat. As silly as all of those things are, there was a time that all of those things would have seemed impossible. You are not born with a car or a job, but somehow you figured out how to accomplish those things.

My point is that your goals must become as believeable as any task you do everyday. Do not thing goals as goals, but as tasks. Bombard your brain with repetitive thought and proof of your goal until you become convinced it is a task and not a goal. People fail at goals and New Year’s Resolutions, but they do not fail to drive, go to work, and eat. Change your perspective. Also, the steps he took – such as getting a car, getting out of bed, driving to work and arriving on time – were suquential. It did not happen with a push of a button. There is no such thing as push-button success.

Next, the salesperson who found the $20 may have been lucky, but he put himself in position to be lucky. Everyone who consistently puts themselves into position to be lucky becomes lucky. Create your positioning and possibility for luck. You cannot be denied forever.

You may be saying “Come on. There is no way to know you would pick the right chair!” I would agree with that 100 percent. The right chair part is random, and that is exactly what most salespeople do everyday. They randomly choose their luck or lack of it.

Imagine a fisherman who fished everyday in a spot with no fish, the wrong hook, the wrong bait and at the wrong timem versus someone who fished with all the right things in place. Who catches more fish, more often? Is that luck? If you are a salesperson who shows up to work acts in a random fashion with no plan, no tools and no thought as to what you want and how to get it, you will get what you planned for. Nothing equals nothing or the occasional random luck.

Have you ever been wrapped up in the “good month/bad month” syndrome? It’s not bad luck and it’s not by accident. You simply have set yourself up in random fashion to get random results and thoe results are usually poor. You have given up your power, your responsibility and made a choice. It’s always a choice.

Successful people are lucky. They have planned for their luck and they believe in their luck. Unsuccessful salespeople are creatures of randomness. Either way, randomness or success is always a choice. You choose to win or you choose to lose but it is always your choice.


About Mark Tewart

Mark Tewart is a recognized sales expert, professional speaker, consultant, entrepreneur and author of the best seller "How To Be A Sales Superstar."

The three magic words in sales.

Like, Trust, Buy!

This phrase is used, or should be, by every successful sales person on the planet.  For many aspects of life, there is a certain order in which things flow.  Grass seeds must be planted before they pop up and make a beautiful lawn.  We learn to walk before we run.  And so it is with sales.  People need to like us before they trust us.  People need to trust us before they will buy from us.   Don’t confuse “like” here the way your best friend likes you; although that may end up being the case.  Like, in the sales context, really means establishing a good business rapport.  You are someone with whom your prospect “likes” speaking with and meeting.

You never trust someone you don’t like.  It’s contrary to human nature.  There’s probably something about that person that just rubs you the wrong way.  Maybe you perceived them as pushy, or they made an inappropriate joke thinking it was funny.  Your perception of them, whether you realized it or not, was that they did not have the same values as you.  There is no like and no rapport here.

On the other hand, if someone does like you, you have a shot at getting them to trust you.  Yes, I said a shot.  Most people make you earn their trust.  Don’t disappoint them.

 To earn trust remember this:

·         Do what you say you’re going to do.  Be dependable.

·         Arrive early.

·         Follow up promptly and when you said you would.

·         Find things that are of value to the other person.

·         Always tell the truth.  Even when it means possibly losing the sale.

·         Understand that from their perspective, purchasing the wrong product could be career-ending for them.

·         Be knowledgeable.

·         Really listen.


The key concept of Like, Trust, Buy, is that it can never go out of this order.  Approach Like, Trust, Buy in this order and you will be a step ahead of 90% of your competition.

Sales Homework – Write down three things that people said they Like about you.  Use those traits as you build your customer relationships.

1. ___________________________________________________________

2. ___________________________________________________________

3. ___________________________________________________________

Sales Managers –
Make a list of what you think makes a sales rep trustworthy, and share it with your team.

By: Louie Bernstein

How to Increase Sales

This is a question that many salespeople and managers of salespeople have. Increasing sales should be the objective of all salespeople and managers, this objective may be accomplished through various means. Sales can be increased through:

  • Increased Marketing Efforts
  • Increased Marketing Effectiveness (Targeting more effectively)
  • Increased Sales Prospecting Efforts (Cold Calling, Online or Offline Networking or Door Knocking)
  • Increased Sales Conversion Rate

The majority of salespeople have little or no control over the first two ways of increasing sales, so naturally they should focus on the last two methods.

Continue reading How to Increase Sales