Sales Moment Podcast

“The Sales Moment; Issue #276” To Download Right Click and Select “Save As” Sunday, during a nice Mother’s Day lunch, my son Nick shared the fun they had at the Iroquois Steeplechase near Nashville the day before. He was especially impressed that as the shuttle buses arrived, a group of boys was greeting the attendees… The post Good Manners Matter appeared first on Pierce Marrs.

“The Sales Moment; Issue #275” To Download Right Click and Select “Save As” Are you a good listener? Most people think they are but I believe this is an area that many of us could improve. Furthermore, if you are not naturally wired to listen, you will have to constantly remind yourself or you will… The post Does Active Listening Really Make a Difference? appeared first on Pierce Marrs.

“The Sales Moment; Issue #274” To Download Right Click and Select “Save As” I love a great comeback story. It is the main plot of many of my favorite movies. The story is especially intriguing when I find out that it is based on a true story—like the one I witnessed Sunday. Charlie Woods had… The post Charlie’s Wish: A Story of Redemption appeared first on Pierce Marrs.

“The Sales Moment; Issue #273” To Download Right Click and Select “Save As” My research shows that the phrase, “You scratch my back, I’ll scratch yours” originated with the English Navy during the 17th Century when punishments for being absent, drunk, or disobedient were severe. One punishment would see the offender tied to the ship’s… The post Law of Reciprocity; You Scratch My Back… appeared first on Pierce Marrs.

“The Sales Moment; Issue #272” To Download Right Click and Select “Save As” Last week we examined the three reasons we should avoid the sales roller coaster. This week we will look at five habits we can create to avoid it. After thirty-three years in sales, I have heard a lot of salespeople talk…because most… The post Five Ways to Avoid the Sales Roller Coaster appeared first on Pierce Marrs.

“The Sales Moment; Issue #271” To Download Right Click and Select “Save As” Have you ever felt like you are riding a roller coaster of generating new business and servicing the business you have? While attending a business conference recently, I asked a gentleman how his business was going. His answer was familiar and one… The post Three Reasons You Should Avoid the Sales Roller Coaster appeared first on Pierce Marrs.

“The Sales Moment; Issue #270” To Download Right Click and Select “Save As” Can you really influence someone’s actions by saying what you believe about them? Dale Carnegie believed you can, and so do I. In his classic book, How To Win Friends and Influence People, Carnegie suggested giving someone a fine reputation to live… The post A Reputation to Live Up To appeared first on Pierce Marrs.

“The Sales Moment; Issue #269” To Download Right Click and Select “Save As” We have been told that body language speaks louder than the words we say. Are you picking up on the nonverbal cues? Dr. Albert Mehrabian, the author of Silent Messages, conducted several studies on nonverbal communication. He found that 7% of any… The post What Your Feet Are Saying That Your Face Is Not appeared first on Pierce Marrs.

“The Sales Moment; Issue #268” To Download Right Click and Select “Save As” Have you ever met someone that had a habit or behavior that was glaringly obvious to everyone…except that person? Could you be that person? The answer is yes because we all have blind spots. A blind spot is a habit or behavior… The post Blind Spots; How Do You Avoid What You Can’t See? appeared first on Pierce Marrs.

“The Sales Moment; Issue #267” To Download Right Click and Select “Save As” We have all heard that we need people to like and trust us if we want to further the relationship. This pertains to personal and business. We need to make a connection. But a word of caution, not everyone wants to be… The post Do’s and Don’ts When Meeting Someone For the First Time appeared first on Pierce Marrs.

"The Sales Moment; Issue #266" To Download Right Click and Select "Save As" Talk is cheap. Everybody does it. In most cases more than they should. In fact, according to John Maxwell’s book, Everyone Communicates, Few Connect, most people speak an average of about sixteen thousand words per day. The question is, are [...] The post Everyone Communicates, Few Connect appeared first on Pierce Marrs.

"The Sales Moment; Issue #265" To Download Right Click and Select "Save As" Would you want to do business with you? Have you ever met someone who believes they can intimidate their way into the results they want by stating demands emphatically and loudly with a few colorful words thrown in for [...] The post One of the Most Underrated Skills That Can Benefit You Today appeared first on Pierce Marrs.

"The Sales Moment; Issue #264" To Download Right Click and Select "Save As" What do you do when you are confronted with a demand you can’t fulfill? When you are faced with a demand that you cannot deliver, you have a choice. You can shade the facts, hem and haw about how you [...] The post Honesty; Tell The Truth At All Cost appeared first on Pierce Marrs.

"The Sales Moment; Issue #263" To Download Right Click and Select "Save As" Have you ever contacted someone with a question or feedback and received radio silence? No response whatsoever! This can be very frustrating and leave you wondering, why can’t they even acknowledge my request! First of all, we must remember communication [...] The post Three Tips to Avoid Communication Frustration appeared first on Pierce Marrs.

"The Sales Moment; Issue #262" To Download Right Click and Select "Save As" If you simply observe what people are wearing in the workplace these days, you could certainly conclude that anything goes. So, what's the big deal? Why can't we just wear what we want and not worry about it? Billionaire Mark [...] The post Does What You Wear Matter? appeared first on Pierce Marrs.

"The Sales Moment; Issue #261" To Download Right Click and Select "Save As" Have you ever wondered why some people rebound quickly from life’s setbacks and others cannot? I am an avid listener of Dan Miller’s 48 Days Radio Podcast and recently, he told the story of a man he met over ten [...] The post Five Foundational Pillars to Aim for in 2019 appeared first on Pierce Marrs.

"The Sales Moment; Issue #260" To Download Right Click and Select "Save As" I believe one of the greatest mistakes salespeople make is to assume we know the other person wants or needs. I have watched as well-meaning corporate trainers drill down on their new salespeople how to make the perfect presentation including [...] The post One of the Most Important Secrets of Salesmanship appeared first on Pierce Marrs.

"The Sales Moment; Issue #259" To Download Right Click and Select "Save As" If you are like me, the first thing you think of when you hear this phrase is the hilarious 1991 comedy film starring Bill Murray and Richard Dreyfuss. Murray plays Bob Wiley, a good-natured man that suffers from multiple phobias. [...] The post “What About Bob?”: A Lesson in Gratitude and Persistence appeared first on Pierce Marrs.

"The Sales Moment; Issue #258" To Download Right Click and Select "Save As" What is the right thing? It is not always easy to do the right thing. Even though we know we should, it becomes more difficult [...] The post Three Reasons You Should Do The Right Thing For Your Customers appeared first on Pierce Marrs.

"The Sales Moment; Issue #257" To Download Right Click and Select "Save As" It’s a New Year and you are most likely being overwhelmed with advice on how to make 2018 the best year ever. I get it. It can become information overload. Especially when there are so many varying opinions on how [...] The post Does Writing a Goal Down Really Matter? appeared first on Pierce Marrs.