By Griffin Hill on
7/28/2009 7:22 AM
We have all worked with an unqualified suspect. Because we believe these prospects could be ideal customers, we ignore all the warning signs and continue to advance the sales process in the hope of getting a close.
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By Griffin Hill on
7/21/2009 1:17 PM
The Schedule the Next Event or Permission Play is the final play of each routine in the Griffin Hill Sales Process. The importance of this highly effective play was highlighted for me while reading a recent blog written by Sam Manfer.
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By Griffin Hill on
7/14/2009 7:54 AM
Take a minute and write the top five to ten benefits of your product or service. This should not be difficult; simply list the five to ten things you most frequently tell suspects about what you have to offer.
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By Griffin Hill on
7/8/2009 8:46 AM
Suppose you have just finished a Fulfillment and Follow Up visit with a client and walked away with a list of referrals. When you get back to your office, you pull out the list and begin making calls. At some point, there is a good chance you will get the voice mail of a referral.
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By Griffin Hill on
7/1/2009 8:04 AM
Strategy is defined as a plan of action designed to achieve a particular goal. Relating this to sales, our strategy is designed to generate a close
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By Griffin Hill on
6/22/2009 7:52 AM
Suppose you are out looking to purchase a new digital camera. You know you want one, you have saved up the money to buy and you make the trek to your local electronics store. While looking at the cameras a sales associate approaches and asks if you need help with anything. What is the default response to this question?
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By Griffin Hill on
6/8/2009 7:56 AM
There is a widespread belief that sales is an art and that sales artists are naturally born. Because of this, the world of sales has largely been the exclusive domain of so-called artists. And the prevailing belief has been that the art of selling could not be taught nor could the art itself be measured.
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By Griffin Hill on
6/1/2009 8:13 AM
For most people, the beginning of June marks the start of summer. Many have family vacations planned, little league games to attend, and possibly a family reunion to be a part of.
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By Griffin Hill on
5/26/2009 8:12 AM
In baseball, the catcher is responsible for making the pitcher look better than he really is. If a pitch drifts slightly off target, the catcher will catch the ball and move his glove so it appears the ball crossed the plate.
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By Griffin Hill on
5/18/2009 8:21 AM
Most people are aware of the phrase, "Prescription before diagnosis is malpractice." What this means is that a doctor should not prescribe medication or treatment until they have correctly diagnosed the problem.
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