Less Training, More Coaching

October 13th, 2008 — tonymayo

Executive Coaching for Sales

A typical response to my webinar for experienced business development professionals and salespeople (The Learning Salesperson) is, “I have already taken sales training.” or “I have read lots of books about sales.” or even, “I have been selling well enough for years.”

The course is for people who are already good at selling. You do not need more

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© Tony Mayo 2008 except as otherwise noted.
Posted in For Salespeople.

Web Coaching for Sales Success

October 7th, 2008 — tonymayo

Executive Coaching for Sales

I am now interviewing experienced salespeople and business developers to join a small community of learners.

  • I will be using WebEx to coach a cohesive, continuing group on:
    • Increasing Sales
    • Smarter Time Use
    • Reduced Stress
    • Better Health
    • Improved Relationships
  • This fantastic “virtual meeting” technology allows me to deliver frequent, short sessions that provide:
    • 1:1 Executive Coaching on
    • Actual, Current Opportunities using
    • Live, Interactive, Audio & Video

If you are interested in having a conversation about the possibilities for you write to me at the address in the flyer. Click here for a printable brochure on The Learning Salesperson.


Qualified applicants can try two sessions free.


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© Tony Mayo 2008 except as otherwise noted.
Posted in For Salespeople.

Negotiation Skills for Sellers

July 26th, 2008 — tonymayo

How many new sales do you need to recover the cash lost in just one poor negotiation? If your net margin is 10%, you would need $1,000 in new business just to cover the deficit from giving away a single $100 discount.

Every dollar that poor negotiating removes from your price is a dollar of pure profit lost; free cash flow you have utterly wasted.

The most shameful part is, because you failed to negotiate well, the customer didn’t even appreciate the bargain you gave away.

Everybody lost!

I have read a lot about negotiation and even written a little, but most of the literature is for buyers trying to get better price and terms. Advice for the other side of the table, the salesperson, is harder to find. My executive coaching client, Raj Khera, CEO of MailerMailer, has just put a superb, free guide for business owners on his blog. Titled Negotiating price: how to overcome price resistance, Raj’s post is concise and practical. Apply his simple advice and increase your profits.

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© Tony Mayo 2008 except as otherwise noted.
Posted in For Salespeople.

Stories sell

June 30th, 2008 — tonymayo

People think in stories. No, that’s not the important thing. People feel in stories. Feelings (emotions) help people decide, buy, stay loyal, and refer new customers.

Heinen's Fine Foods“One of the things Whole Foods taught us is the need to tell stories” about our products, Mr. Heinen said. In fact, Heinen’s has 50 stories that it trains employees to tell customers about its meat, produce, baked goods and other items.

Tom Heinen
Heinen’s Fine Foods in
The New York Times

What stories are your customers and prospective customers hearing about you?

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© Tony Mayo 2008 except as otherwise noted.
Posted in For Executive Coaches, For Salespeople.



Coaching for Sales Leaders