By Griffin Hill on
9/24/2009 8:27 AM
I once asked a group of sales coaches what is required to have achievement at high levels. Some of the answers I received were skill, instruction, and knowledge.
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By Griffin Hill on
9/17/2009 6:37 AM
We are all aware of the importance of asking good questions. But many sales professionals might not know how to create them.
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By Griffin Hill on
8/28/2009 12:48 PM
It’s called a Sales Summit for a reason, and you don’t want to miss it.
The topic is sales and selling, and the word "summit" implies a deep and intense discussion about the topic. Summit means the most relevant voices on the topic participate.
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By Griffin Hill on
8/25/2009 1:37 PM
One of the most important steps in the Griffin Hill Sales Process is the Fulfillment and Follow Up Routine. This routine comes at the conclusion of the sales process, but we also like to think of it as the beginning.
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By Griffin Hill on
8/12/2009 7:50 AM
The KISS principle is a modern acronym for “Keep it Simple Stupid.” KISS states that simplicity should be a key goal and that unnecessary complexity should be avoided. Almost every night we hear reports on the news about a struggling economy, but how can we survive?
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By Griffin Hill on
8/5/2009 6:41 AM
The manufacturing process takes raw materials and converts them into a valuable finished good. Each step adds value or builds a small component to the completed product. Like manufacturing, selling is also a process.
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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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