Demrie Henry, on November 7, 2012
What if every time your prospect or customer felt like you were pushing your products, rather than focusing on his business, he transformed into a Hollywood Director and screamed, “Cut. Boring! Let’s talk about MY business!” Assessing your approach to sales, how many times do you think you’d hear that?
Demrie Henry, on June 20, 2012
Nobody really likes to fail! But the reality is, every salesperson has experienced some kind of failure at some point in their career… it’s inevitable! The great ones consider these experiences equivalent to an Ivy League education. Instead of allowing the negativity to devour them, they learn, overcome and move forward—quickly!
Demrie Henry, on May 2, 2012
Let me create the scene: you’re meeting with your new prospect for the first time, and your goal is to build rapport and begin a needs analysis that will build your credibility as an expert in your field, and as someone who really cares about their business. You want your prospect to believe you’re someone who can truly help them solve their complex business problems. To accomplish this, you intend to metaphorically put yourself behind your client’s desk to uncover key challenges and prime opportunities their business is facing so that you may become their partner and work with them to create customized solutions. You’re completely prepared for the meeting and you know exactly how you’re going to lead the meeting. You sit down, exchange pleasantries and your prospect says… “Let’s just cut to the chase. Tell me… how much is this going to cost?”
Demrie Henry, on February 8, 2012
Can you imagine what would happen if you told your sales manager that you absolutely refuse to make cold calls? Thinking back to my days as a sales account executive, I know that my boss would have thought I was being insubordinate if I walked into his office and boldly made the proclamation, “I refuse to make cold calls ever again!” He is a great guy and an incredible sales manager, so I’m sure he would have given me a short window of opportunity to explain my proclamation and then an even shorter window to “prove” my new lead generation tactic successful.
Demrie Henry, on December 8, 2011
Honestly, that is not something that ever came out of my mouth… nor did it ever come to mind. When I was a kid I wanted to be a chef because I loved to cook and eat. I wanted to be a Michelle Pfeiffer in Grease 2. I wanted to be a Madonna (before she did all the weird stuff). After watching A Few Good Men, I wanted to be a lawyer, and for a brief moment, I worked at Express and thought I wanted to be a fashion merchandiser. Why didn’t I dream of becoming a sales person or better said, an expert in sales strategy?
Demrie Henry, on October 7, 2011
Justin Bieber is the youngest person to ever sell out Madison Square Garden, and it only took him 22 minutes! While I know the likelihood of anyone reading this story to have been diagnosed with Bieber Fever is slim to none, if we’re all really being honest with ourselves, there is a part of each and every one of us who secretly admires him, respects his success or even REALLY likes him. I would even bet that if we stepped out of our comfort zone and removed our adult supersonic teen heartthrob repellant to take a closer look, we just might find the magic formula responsible for his unimaginable rise to global superstardom.
The quest for knowledge begins here, if you can step out of your comfort zone for a few minutes. Go ahead and remove your adult supersonic teen heartthrob repellant. You will become noticeably more curious and you might feel like eating a snack, that’s normal. Just keep reading, in a few seconds you’ll forget you care if anyone knows that Justin Bieber piques your curiosity.
Demrie Henry, on September 19, 2011
Just like every other five year old tomboy, I loved frogs… especially the baby ones. And in my town, after it rained, momma frogs and baby frogs were everywhere. As soon as the downpour was tamed into a light sprinkle… my brother, sister and I couldn’t get outside fast enough to search for baby frogs. The big frogs were ok, but it was the teeny tiny baby frogs that we were after.
Demrie Henry, on September 7, 2011
The first time I heard this phrase was in 2000, I was watching the movie Boiler Room in Denver, Colorado. Ben Affleck’s character was trying to “motivate”—or better said— “scare the dickens” out of his rookie recruits. I vividly remember him leaning over the conference room table, squarely looking each and every recruit in the eye telling them with force… “sell or be sold… someone is always selling… either you are selling them on why they should buy OR they are selling you on why they won’t/can’t buy... ”
