Identifying and Avoiding Common Management Missteps

May 11, 2012 By Leave a Comment

Leadership Lessons from the Top… by Floyd Wickman Even the best or most experienced sales managers can fall victim to common hurdles or business mistakes if they’re not careful to keep their eyes on the “road” in terms of their management plan.  To help you keep from tripping up, I’ve outlined four of the most common business foundation “cracks” that can topple an organization: Over-extended sales manager: I’ve seen it over and over.  Those managers who seemingly take on the work of the world and keep piling more on each day, wondering why they can’t get anything done.  In reality a

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Filed Under: How to Stay On Track, Leadership, Management, Master Salesperson, Motivation, Training

Four Keys To Becoming a Better Competitor

May 4, 2012 By 2 Comments

by Keynote Speaker, Trainer and Sales Coach Floyd Wickman Making a name for yourself, growing your business, getting ahead, COMPETING in a challenging market – for some of you, all of that’s going to take doing some things DIFFERENTLY.  Take it from somebody who’s been around the block in this business we call sales though – with the RIGHT set of “keys” – you can out-smart, out-perform and win over your competitors in ANY market.  I’ve seen it – time and time and time again. 1. Know what you’re up against.  If you think about the major sports leagues; baseball, football, hockey,

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Filed Under: Floyd Wickman, How to Stay On Track, Master Salesperson, Sales Technique, SUCCESS PRINCIPLES

Being SQUARED Has Never Been So COOL

April 27, 2012 By Leave a Comment

Checking in with the Winter 2012 R2 Group By Floyd Wickman You’ve got to love synergy-right?  Collective effort.  The POWER of TEAMS.  I know I sure do – and I couldn’t be prouder of the five groups of eight people that committed to six months of making things happen at an extraordinary level.  I was just reading over Mike Pallin’s message to these incredible R2 team members which I loved and just had to share… A quick reminder. Everyone is busy. (Boy isn’t that the truth?) What are the 5 most important things to do especially when you are busy?

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Filed Under: Floyd Wickman, How to Stay On Track, Master Sales Society, Master Salesperson, R-Squared Groups

Selling is a Contact Sport

April 26, 2012 By Leave a Comment

It was my great pleasure  to re-connect with an old friend and industry writer Julie Escobar.  Her topic?  Generating listing leads for real estate professionals.  I told her… “Yeah – I can say a thing or two about that!” We had a lot of fun, and I wanted to share our conversation with all of you!  Hope you enjoy!  Have a great week! Selling is a Contact Sport An Interview with Industry Icon Floyd Wickman and Julie Escobar Want to know how to get listing leads?  Go to top.  That’s just what I did for this week’s article on how

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Filed Under: Floyd Wickman, How to Stay On Track, Interview, Listing Leads, Motivation, Training

Handling the NO – Moving Beyond Stalls and Objections

April 19, 2012 By Leave a Comment

An excerpt from Floyd’s April Newsletter… You’ve made your presentation and asked for the business, and the prospect says, “No, we need some time to think it over.” Or “Thanks for all of the information. We’ll get back to you in a few days with our decision.” This is where real selling begins, the exact moment that separates the good from the great. Stalling, hesitating, saying no is a natural human response and when the salesperson hears it, they mustn’t buy in and leave.  Do the reverse: Accept that this is a normal part of the selling process and dig

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Filed Under: Floyd Wickman, How to Stay On Track, Master Salesperson, SUCCESS PRINCIPLES, Time management, Training