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Competitive Edge

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how to set appointments Phone Training, Competitive Edge

Hard-core vs. Soft-core: How to Set Appointments

Newest data confirms that 20% of your buyers call you in advance of their visit and 20% email you in advance of their visit. (This is much higher for “destination stores”.) 60% of buyers still walk in directly. How to set an appointment with these 40% of buyers will continue to determine your success. There… Read more »

Joe Webb • February 17, 2020
improv comedy Sales Training, Competitive Edge, Leadership and Sales Management

How Improv Comedy Builds Companies

Rarely do I feel better when leaving a stage than after having performed comedy. While I like to believe all of my presentations are entertaining or funny, I feel when an audience knows the purpose of a performance is to instill laughter, everyone has a better time. Incorporating in the core values of improvisation (or… Read more »

Joe Webb • July 2, 2019
SPOILER ALERT Lead Management and Process, Competitive Edge

SPOILER ALERT: Tips for Setting and Confirming Appointments

Nobody likes a spoiler. Between the final season of Game of Thrones and the premiere of Avengers: Endgame dominating the media, it is hard to avoid hearing all that happens. An untimely announcement of what’s to come takes all the excitement out of one’s experience. Yet, when it comes to setting and confirming appointments, giving… Read more »

Joe Webb • May 6, 2019
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    January 3, 2019
  • What Shaun White’s Gold Medal Made Me Realize About Being Happy at Work
    By Joe Webb
    February 16, 2018
  • sales managers10 Ways Sales Managers Fail
    By Joe Webb
    March 3, 2017
  • sales managementThe Manager Who Doesn’t: A Guide to Better Sales Management
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    June 2, 2016
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    January 12, 2016
  • The LeftoversWhat Happens When They Disappear?
    By Bill Playford
    August 29, 2015
  • DealerKnows CurmudgeonsFamous Last Words: The Way We Have Always Done It
    By Bill Playford
    July 26, 2014

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bridge Sales Training,Competitive Edge

Embrace the Bridge to Buying

My first day in retail sales, I was told (not taught, told) “the road to the sale”. This was, as we all know, a very specific set of steps that we had to take customers through (read: drag them kicking and screaming sometimes) in order to sell them a car our way. I’ve caused controversy… Read more »

Joe Webb • January 23, 2018
passing the baton Sales Training,Competitive Edge

A Sale is Not a Sprint or a Marathon… it’s a Relay Race!

“When you get the customer in, you’ve got to slow them down.” This is a very common saying that is meant to allow the salesperson control of a customer in the store. People feel by slowing a shopper down, they are able to make them go through the organization’s road to a sale. That is bad… Read more »

Joe Webb • August 7, 2017
Competitive Edge

Recipe to Success Revisited

I was having a conversation the other day with (marketer/author/podcaster/exemplary British Columbian) Michael Cirillo about following the recipe for success. Simply stated, if you follow the steps precisely, you should predictably experience the intended outcome. If you decide to deviate from those steps, then that predictability goes out the window. Hint: there is such a… Read more »

Bill Playford • June 9, 2017

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