Toolbox gets smart with Jack Daly
Toolbox recently attended Smart Selling, a sold out sales and business event at Pearl Stable, presented by author and sales maven Jack Daly. Covering everything from customer loyalty to personal motivation, the all day workshop was delivered in two segments: a morning session for business owners and sales managers, and an afternoon session for sales professionals.
Here are some of our key take aways, including recommended books and Web sites:
Tips for owners and sales managers:
- With the right culture, employees will love to work for you.
- Empower employees to make independent decisions for the betterment of the company.
- The CEO shouldn't be the sales manager.
- The sales manager shouldn’t be the best salesperson.
- Don’t rush to the urgent at the expense of the important.
Tips for salespersons:
- Trust always trumps price. Always.
- Know what sets your company or product apart from the competition. Be able to defend those claims.
- Prepare responses to common (and uncommon) objections. Objections are opportunities to build value and solve your customer's problem.
- Don't sell your prospects. Help them to buy.
- Create a sales plan with weekly accountability.
Books recommended by Jack Daly:
- E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber (Toolbox favorite)
- Mastering the Rockefeller Habits by Verne Harnish (Toolbox favorite)
- Nuts! Southwest Airlines' Crazy Recipe for Business and Personal Success by Kevin Freiberg (Author), Jackie Freiberg
- Managing by Storying Around: A New Method of Leadership, by David Armstrong
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