Coop Harper - Adventures In Paradise

The third piece in this five-part series zeroed in on the importance of honesty with our customers and channeling our efforts intelligently to obtain maximum results. I also pointed out some ideas on how to create win-win encounters with customers. These encounters lead to successful business results for the customer and for you. Here, in part four, I will cover why simple, straightforward presentations and proposals help you win more business. I’ll also discuss why helping and guiding your customers in an organized way will lead to solid customer relationships and higher levels of customer satisfaction. These are points 7 and 8 from the Make Up Your Mind Essay… 7. That the power of your sales presentation will always lie in its simplicity. All business segments have their unique “speak.” People who might be listening to a conversation between two individuals in the digital printing industry may think they are speaking in code. To them, the conversation might as well be in another la...

The second article in this series continued to elaborate on the key attitudes salespeople should adopt if they want get to the top and stay there. It focused specifically on the importance of managing, versus being managed by your time. The piece then went on to discuss how critical it is to know precisely what your time is worth. In the third installment of this five-part series, I will cover why honesty and intelligence in our sales efforts will result in financial and professional rewards. I’ll also discuss why each sales interaction with your customers must be a win for both of you. These are points 5 and 6 from the Make Up Your Mind essay… 5. That honest, intelligent effort is always rewarded. Each year a survey is conducted among customers across a diverse number of industries. These surveys are focused on what customers value and demand from the salespeople they decide to work with and trust. Guess what attribute tops the list year after year after year? Honesty. None of us wan...

In the introductory article of this five-part series, I introduced a sales motivation piece I uncovered years ago entitled  Make Up Your Mind  and the positive impact it’s had on me as a sales professional. I elaborated on the importance of being sold on yourself, your company and your products as a foundation for sales success. I also covered how critical it is to focus on the needs of your customers versus any compensation you might receive from them for doing business with you. In this installment I want to cover the importance of efficient time management and knowing what your time is worth. These points, which are the third and fourth points in the  Make Up Your Mind  essay, are the next key building blocks you need to put in place as you work to join the elite corps of sales professionals. 3.  That time is money and that learning to manage your time productively will be one of your most profitable achievements. Many salespeople make the f...