I’ve spent 27 years in Sales selling high-end Consumer Electronics and have attended countless “sales training” and “seminars”. While I learned a lot of tips and tricks at those events, the core of my success can be boiled down to these three principles People buy from people - Relationships matter more than most salespeople realize. One of the most fundamental ...
Increase Retention with New Employees During Onboarding
How to increase retention with new employees during onboarding utilizing the 4 adult learning styles? What does your onboarding process look like this? Sit in the conference room with HR and review documents Sit with the manager to review their job description Job shadowing with a coworker in a similar role Complete an online tutorial The above process utilizes the ...
Kaizen – the pursuit for progress not perfection
Continuous improvement is a culture and a mindset. In the organizations that I’ve worked for that embraced this mindset, we had quarterly meetings designed to discuss how we can become better at a specific goal that we set for the session. These meetings are the polar opposite of what takes place in a quarterly sales meeting and are not a ...
4 Key Selling Techniques
My 4 key selling techniques from my time in specialty electronics retail that I still use today to close more sales “I’d like to make that appointment. They are obviously just a bunch of kids playing with wires so I decided it’s better to pay more and get it done correctly.” Classic Stereo & Video Customer in the late 90’s ...
How to get unstuck
Have you ever felt “stuck” in your business? All of us get stuck from time to time but rarely do we take action to prevent it from happening in the future. We either just deal with the issue or tell ourselves that we will fix it next time. Right now we don’t have time to deal with it. Sound familiar? ...
Do you have a business development plan in place?
Skilled trade businesses start their businesses servicing a defined niche set of customers, which through word of mouth advertising, the business scales. Over time, the business continues to scale and you hire more employees to take on the additional workload. At some point, if you want to scale your business even further, you will need to create a business development ...
How to convey your value to your clients, builders, architects and designers
Architects and Designers use documentation to show the client their vision for the project and sets the expectation for the client. It’s also a key piece of information that aligns all of the trades involved ensuring everyone knows what the expectations are and what the end result should look like. Without it, the project will fail. Most integrators only use ...
Episode 41: How to identify waste that is making your company inefficient
In this episode Tom’s guest is Jason Sayen of I Am Sayen. Tom and Jason discuss the process of identifying inefficiencies within your business and why it’s so important to do so.
How to identify waste that is making your company inefficient
It’s easy to spot waste at the park or at the beach but how do you identify it in your business? I’m not talking about the overflowing garbage bin in the office, I’m talking about the waste that is slowing you down, creating bottlenecks and employee frustration. In Lean Six Sigma, we use various tools to identify waste in order ...
Episode 35: How to use a SWOT Analysis to build a strategic plan
In this episode Tom’s guest is Jason Sayen of I Am Sayen. Tom and Jason discuss how to create a SWOT analysis and use it to your business’s advantage.