What is Your RAP?: As we kick off a New Year, most salespeople want to get out of the cold calling business and develop opportunities through referrals and introductions. While this is certainly a great thought, most salespeople do not take the time to develop a plan to make this happen. As you kick off 2011, have you developed a Referral Action Plan (R.A.P.)? A well thought out and well executed R.A.P. can change your practice forever. How much effort have you put into your R.A.P.?
Great Article: Too often we fall in love with the products and services we sell. We need to make sure we look at our offerings through the eyes of our prospects and customers. Check out this great article (The Felt Need) from Chip and Dan Heath in a recent edition of Fast Company. After you read the article, ask yourself, "am I selling vitamins or asprin?"
Quote: "There is no "I" in team, but you will find "us" in success."
Harvey Mackay
