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Paul Donehue Articles

Written by: Paul Donehue

Remind Me... - Click To Read Article
How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient? How about twice per year? Three times? Most people agree that, ideally, they'd like to "remind" their customers many more times each year; in fact, they say they'd like to keep a reminder of some sort in front of their customers as frequently as possible. This leads us to a few critical questions...

What Makes You Different? - Click To Read Article
What is the one thing your business or organization has that none of your competitors have? Over the past five years we have asked a great many people in all types of organizations this simple question; and while the answers initially vary, they all ultimately agree that there is only one true and sustainable differentiator...

Performance Management - Balancing the Rear-view Mirror - Click To Read Article
A strategically balanced performance management plan is a key component of effective sales management. The most successful approach is one in which we "balance the rear-view mirror... that is, an approach that consists of analyzing past activities and results as well as taking preemptive action steps and strategies that can impact future results.

Time To Sell - Click To Read Article
As business owners or sales managers, one thing we can all do to boost profits, productivity as well as longevity in our sales ranks is to get our sales people working on the right things. Of course, before we can accomplish this, we need to be truthfully-aware of what they're working on now...

Voice Mail: Friend or Foe? - Click To Read Article
While inter-office voice-mail is without doubt a time-saving wonder, many sales people have complained that automated answering systems or voice mail systems are the ultimate screens. Others, however, disagree...

Sales Leads... - Click To Read Article
Looking at a familiar phrase from a different perspective, how does your organization's leadership lead or impact the selling process?

Objections or Opportunities? - Click To Read Article
Many sales people consider objections to be deal-breakers. Cosequently, they do their best to avoid them; when presented with objections or “no” statements like the ones in this article, they give up and move on to another prospect. The problem with this approach is that it can promote the practice of “moving on” prematurely. Objections are, in many cases, not deal-breakers but opportunities!

Persuasion at All Levels - Click To Read Article
The ability to persuade others to accept our ideas, plans or proposals is a valuable asset, and one that can provide a lifetime advantage if developed properly. Imagine if you, or your entire employee population, were able to communicate in a style that presented all the best ideas in the best light. Imagine how much more successful you might become if you were able to consistently put your best foot forward when interacting with co-workers, managers and customers. If you'd like to consider a straightforward solutions, author Norbert Aubuchon's book The Anatomy of Persuasion can help...

Closing the Sale: Location, Location, Location... - Click To Read Article
When it comes to closing the sale, the timing or location of the close within the selling process is just as important as “location” is to the value of real estate...

Business Meetings that Work! - Click To Read Article
"When I die, I hope it's at a meeting."

Selling Change - Click To Read Article
If we're to learn from history, then we must accept the fact that change - either in the form of innovation, continuous improvement or both - is a critical component of growth and ongoing success. But, truth be told, people tend to resist change; so, how might we, as managers or business owners best go about getting the team to accept it?

Selling Attitude! - Click To Read Article
Selling is a people business. People buy from people, and most often, from people that they like. But what makes one sales rep more likeable than the next? Surely all, or at least most sellers try to be likeable! Attitude makes the difference.

Closing the Sale: Assume the Close, But Never the Reason - Click To Read Article
There are certainly many techniques and approaches involved in completing a sale, but closing is not a stand-alone activity. Even worse, a seller who attempts to "close the sale" too aggressively without properly executing the entire selling process can do more harm than good. This mistake is often due to one dangerous assumption...

Growth Through Strategic Customer Service - Click To Read Article
Take all possible steps & proactively grow your organization this year – and in doing so, we might do well to remember that one way to make money is to not lose any!

Which Half of Your Sales or Management Effort is Working? - Click To Read Article
As inidcated by John Wanamaker's famous quote, frequency is an important element of marketing. It is also an important element of selling and of sales management...

What Do They Think? - Click To Read Article
What do others think about you and your organization, and how might you impact the way they think and feel? Does it really matter? See the "Top 10" answers.

The Value of an Annualized Business Development Plan - & How to Create One - Click To Read Article
Do you have an annualized business development plan for the upcoming year? If not, please read on... because having such a plan can make the difference between success and failure, or possibly between a good year and a great one!

Are You Interested? - Click To Read Article
While great amounts of emphasis are more commonly placed on striving to become "interesting" in our interaction with others, consider the concept of becoming more "interested" and how it influences the various people involved.

What Are You (Really) Selling? - Click To Read Article
It is every sales person's job to distinguish his or her products and services from those offered by the competition. And in a business world crowded with competitive offerings, an attempt to accomplish this by selling features and price most often fails. BMW makes cars, but they talk about (sell) performance and prestige! Volvo sells safety. What are you selling?

The Benefit of Hope - Click To Read Article
Can you find a way to sell the benefit of hope? If so, the practice might very well provide you with a significant advantage when interacting with customers or colleagues, especially in today's tougher economy...





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