https://rickbaker.ca/category/sales/ Rick Baker's Thought Posts — plain-spoken writing on leadership, business values, communication, habits, and the people side of building a business. Publishing since 2008. en-ca https://rickbaker.ca/post/have-you-ever-asked-your-customers-what-they-would-like-you-to-measure/https://rickbaker.ca/post/have-you-ever-asked-your-customers-what-they-would-like-you-to-measure/Mon, 05 Apr 2021 07:05:00 -0500The Thinking Behind The Tweet You probably think about what your customers want. You probably measure what you think your customers want. But, do you ever… https://rickbaker.ca/post/sales-mastery-involves-a-clear-narrow-focusing-of-personal-strength-energy/https://rickbaker.ca/post/sales-mastery-involves-a-clear-narrow-focusing-of-personal-strength-energy/Sat, 03 Apr 2021 07:03:00 -0500The Thinking Behind The Tweet About Focusing on Personal Strengths About Personal Energy About Keeping Your Personal Energy Dry https://rickbaker.ca/post/are-you-still-trying-to-close-that-sale-is-your-persistence-based-on-accurate-thinking-or-denial/https://rickbaker.ca/post/are-you-still-trying-to-close-that-sale-is-your-persistence-based-on-accurate-thinking-or-denial/Thu, 28 Jan 2021 07:29:00 -0500The Thinking Behind the Tweet When does persistence become the wrong thing to do? There are differing views: we discussed this at the Thought Post called… https://rickbaker.ca/post/how-to-master-sales-learn-how-to-ask-good-questions-listen-think-share-solutions/https://rickbaker.ca/post/how-to-master-sales-learn-how-to-ask-good-questions-listen-think-share-solutions/Wed, 20 Jan 2021 07:13:00 -0500The Thinking Behind The Tweet Despite the views of new-era social-media gurus, the Sales function is not dead. The Sales function will live and breathe as… https://rickbaker.ca/post/in-business-the-best-relationships-are-built-when-pleasant-personalities-exchange-interesting-ideas/https://rickbaker.ca/post/in-business-the-best-relationships-are-built-when-pleasant-personalities-exchange-interesting-ideas/Mon, 04 Jan 2021 07:08:00 -0500The Thinking Behind The Tweet And, of course, the ideas contain value and there's following through on commitments. Link to Thought Tweet #278 https://rickbaker.ca/post/if-you-want-to-hit-the-grand-slam-in-business-use-your-wombat/https://rickbaker.ca/post/if-you-want-to-hit-the-grand-slam-in-business-use-your-wombat/Mon, 28 Dec 2020 07:49:00 -0500The Thinking Behind The Tweet WOMBAT W ord O f M outh B usiness A cquisition T eam https://rickbaker.ca/post/communication-tip-google-the-words-how-to-listen-better-millions-of-ideas-just-pick-2-or-3-start-trying-them-today/https://rickbaker.ca/post/communication-tip-google-the-words-how-to-listen-better-millions-of-ideas-just-pick-2-or-3-start-trying-them-today/Wed, 25 Nov 2020 07:51:00 -0500The Thinking Behind the Tweet When we asked the LinkedIn question 'What does it take to be a good sales person?' the #1 answer was - ' Be a good listener .'… https://rickbaker.ca/post/sales-people-should-select-heroes-learn-from-them-and-emulate-their-talents-strengths/https://rickbaker.ca/post/sales-people-should-select-heroes-learn-from-them-and-emulate-their-talents-strengths/Sun, 08 Nov 2020 07:44:00 -0500The Thinking Behind The Tweet I see better ways of approaching Sales. For example... Sales people can and should learn from ‘heroes’...as many as possible… https://rickbaker.ca/post/with-the-pressing-of-all-those-buttons-the-30-second-elevator-speech-is-going-down/https://rickbaker.ca/post/with-the-pressing-of-all-those-buttons-the-30-second-elevator-speech-is-going-down/Sun, 23 Aug 2020 07:25:00 -0500The Thinking Behind The Tweet As you no doubt have noticed, there's been quite a bit of growth in the area of social media. This is impacting on… https://rickbaker.ca/post/how-to-create-a-real-scary-sales-monstera-recipe-see-the-thinking-behind-the-tweet/https://rickbaker.ca/post/how-to-create-a-real-scary-sales-monstera-recipe-see-the-thinking-behind-the-tweet/Wed, 19 Aug 2020 07:21:00 -0500The Thinking Behind The Tweet I created a real scary sales monster. Really, I am not 100% sure how I did it. I just know I did it. Actually, I did it more… https://rickbaker.ca/post/how-do-you-psych-yourself-up-for-that-really-important-sales-call-special-clothes-self-talk-loud-music/https://rickbaker.ca/post/how-do-you-psych-yourself-up-for-that-really-important-sales-call-special-clothes-self-talk-loud-music/Sat, 27 Jun 2020 07:57:00 -0500The Thinking Behind the Tweet The sales gurus have lots of ideas. But, never mind that for now. This Sales Tweet is about self-analysis . What do you do to… https://rickbaker.ca/post/ambiguity-poisons-profitability/https://rickbaker.ca/post/ambiguity-poisons-profitability/Fri, 15 May 2020 07:17:00 -0500The Thinking Behind The Tweet Confused sellers struggle to sell. Confused buyers struggle to buy. Confused technicians struggle to perform. In so many ways… https://rickbaker.ca/post/people-want-to-hear-positive-messages-give-them-what-they-wantdeliver-some-positive-messages-positivity/https://rickbaker.ca/post/people-want-to-hear-positive-messages-give-them-what-they-wantdeliver-some-positive-messages-positivity/Sat, 18 Apr 2020 07:53:00 -0500The Thinking Behind the Tweet We tested positive and negative marketing messages. We tried both " in these tough economic times " and " to build for the… https://rickbaker.ca/post/hogwashing-relationship-selling/https://rickbaker.ca/post/hogwashing-relationship-selling/Mon, 20 Mar 2017 07:13:00 -0500While there's no question relationships are changing , d on't believe the hogwash about the death of relationship selling. The fact is, for many people… https://rickbaker.ca/post/are-you-too-busy-to-know-other-peoples-businesses/https://rickbaker.ca/post/are-you-too-busy-to-know-other-peoples-businesses/Tue, 14 Mar 2017 07:24:00 -0500Common sense tells us: Most people look for a fair deal, where both parties exchange value, Some people look to cheat others, heads I win - tails you lose … https://rickbaker.ca/post/stopping-to-think-about-crm-tools/https://rickbaker.ca/post/stopping-to-think-about-crm-tools/Mon, 05 Dec 2016 07:58:00 -0500The operations of most small businesses become far more complicated than outsiders [and most insiders] would have guessed or expected…and much of that… https://rickbaker.ca/post/do-you-aim-to-give-people-more-less-or-exactly-what-they-expect/https://rickbaker.ca/post/do-you-aim-to-give-people-more-less-or-exactly-what-they-expect/Wed, 09 Nov 2016 13:54:00 -0500When you aim to give people more than they expect… You must be ready, willing and able to go the extra mile. You must embrace Napoleon Hill’s ‘QQS’… https://rickbaker.ca/post/referrals-bring-huge-value-to-small-businesses2/https://rickbaker.ca/post/referrals-bring-huge-value-to-small-businesses2/Mon, 24 Oct 2016 06:50:00 -050015 or so years ago, Jay Abraham recommended telling your clients you will have more time to do a better job serving them if they provide referrals to you… https://rickbaker.ca/post/the-perplexities-of-business-development/https://rickbaker.ca/post/the-perplexities-of-business-development/Fri, 01 Apr 2016 10:18:00 -0500Every day I get a couple of emails from folks who tell me they have a surefire way to provide some choice new clients. https://rickbaker.ca/post/know-people/https://rickbaker.ca/post/know-people/Wed, 23 Dec 2015 07:30:00 -0500Father-to-Son Business Lesson #19 Below is a note sent by me to my son, over 5 years ago. This note was #19 in a long series of father-to-son Business… https://rickbaker.ca/post/if-we-build-it-better-they-will-come/https://rickbaker.ca/post/if-we-build-it-better-they-will-come/Thu, 10 Dec 2015 10:31:00 -0500Branding, marketing, hype, buzz, relationships, and sales arm-twists…sure these things have some push, pull, and magnetism. If we do these things they may… https://rickbaker.ca/post/keep-your-goals-in-mindand-seek-simpler-paths/https://rickbaker.ca/post/keep-your-goals-in-mindand-seek-simpler-paths/Mon, 07 Dec 2015 07:36:00 -0500In Sales roles, it is essential to keep your eye on the finish line; understanding the hurdles between you and your goal is far more important than… https://rickbaker.ca/post/fresh-squeezed-sales-juice/https://rickbaker.ca/post/fresh-squeezed-sales-juice/Wed, 25 Nov 2015 05:30:00 -0500What do you need to do to get your sales people juiced up about the amazing opportunities you see everywhere you look? First, does that question resonate… https://rickbaker.ca/post/clients-clients-philosophy-2015/https://rickbaker.ca/post/clients-clients-philosophy-2015/Thu, 19 Mar 2015 07:31:00 -0500A different perspective on customer service. https://rickbaker.ca/post/do-you-want-to-expand-your-insight-power/https://rickbaker.ca/post/do-you-want-to-expand-your-insight-power/Wed, 24 Dec 2014 11:36:00 -0500Entrepreneurs have deal-doing insight . Good salespeople have deal-doing Insight , which can be defined as: a natural, deep capacity to understand people and… https://rickbaker.ca/post/im-too-busy-so-you-get-to-make-some-money/https://rickbaker.ca/post/im-too-busy-so-you-get-to-make-some-money/Sun, 12 Oct 2014 21:32:00 -0500Here's a twist on the I'm-too-busy mindset. In the past I challenged people to stop thinking and saying, “I'm too busy”. Now, I'm suggesting they ought to… https://rickbaker.ca/post/rather-than-loudly-blaring-and-flashing-your-products-and-services-try-simply-explaining-why-you-are-building-them/https://rickbaker.ca/post/rather-than-loudly-blaring-and-flashing-your-products-and-services-try-simply-explaining-why-you-are-building-them/Sun, 24 Aug 2014 19:29:00 -0500The Thinking Behind The Tweet Inspired by a combination of Simon Sinek's " Discover Your Why " [The Golden Circle of Why-How-What] and Mark Weber 's approach… https://rickbaker.ca/post/communication-tip-knowledge-backfires-when-it-is-controlled-by-the-mouth/https://rickbaker.ca/post/communication-tip-knowledge-backfires-when-it-is-controlled-by-the-mouth/Fri, 22 Aug 2014 07:12:00 -0500The Thinking Behind the Tweet Selling, for example, has little to do with the technical things you know and/or can talk about. As time goes on, sales people… https://rickbaker.ca/post/communication-tip-people-want-to-hear-positive-messages-so-why-not-deliver-positive-messages/https://rickbaker.ca/post/communication-tip-people-want-to-hear-positive-messages-so-why-not-deliver-positive-messages/Thu, 21 Aug 2014 15:08:00 -0500The Thinking Behind the Tweet We tested positive and negative marketing messages. We tried both " in these tough economic times " and " to build for the… https://rickbaker.ca/post/communication-advice-deliver-messages-different-ways-use-different-vehicles-and-repeat-thats-the-way-people-learn/https://rickbaker.ca/post/communication-advice-deliver-messages-different-ways-use-different-vehicles-and-repeat-thats-the-way-people-learn/Thu, 21 Aug 2014 13:57:00 -0500The Thinking Behind the Tweet Some suggestions: Keep the message simple, concise, and clear Use stories to convey the message But, also deliver the message… https://rickbaker.ca/post/sales-communication-tip-under-promise-and-over-deliver-under-talk-over-listen/https://rickbaker.ca/post/sales-communication-tip-under-promise-and-over-deliver-under-talk-over-listen/Thu, 21 Aug 2014 12:06:00 -0500The Thinking Behind the Tweet While people are very busy, somehow they manage to remember the promises you didn’t deliver on. And, if people are talking… https://rickbaker.ca/post/communication-tip-dont-strangle-your-sales-calls-stop-choking-your-clients-with-facts-figures-graphs-and-analytics/https://rickbaker.ca/post/communication-tip-dont-strangle-your-sales-calls-stop-choking-your-clients-with-facts-figures-graphs-and-analytics/Thu, 21 Aug 2014 10:55:00 -0500The Thinking Behind the Tweet When you mention numbers you will cause your Client to think about numbers. The Client's mind, a Buyer's mind, will call up the… https://rickbaker.ca/post/when-you-simply-listen-with-an-open-mindwhat-are-your-clients-saying-about-your-competition/https://rickbaker.ca/post/when-you-simply-listen-with-an-open-mindwhat-are-your-clients-saying-about-your-competition/Thu, 21 Aug 2014 08:54:00 -0500The Thinking Behind the Tweet The main point is - Listen. Don’t make comments about your competition. And 'overrule' yourself if you are tempted to ask… https://rickbaker.ca/post/communication-tip-measure-your-talking-during-meetings-talk-less-than-30-listen-at-least-70/https://rickbaker.ca/post/communication-tip-measure-your-talking-during-meetings-talk-less-than-30-listen-at-least-70/Wed, 20 Aug 2014 21:50:00 -0500The Thinking Behind the Tweet David Sandler taught this to his sales students. It applies not just to sales but to all communications. Limiting the amount we… https://rickbaker.ca/post/communication-tip-if-you-want-to-influence-then-learn-to-listen/https://rickbaker.ca/post/communication-tip-if-you-want-to-influence-then-learn-to-listen/Wed, 20 Aug 2014 16:46:00 -0500The Thinking Behind the Tweet LinkedIn is a valuable tool. We can use it to discover what other people think about topics. I asked some of my LinkedIn… https://rickbaker.ca/post/when-selling-dont-be-redundant-dont-say-more-than-required-or-be-excessive-dont-be-superfluous/https://rickbaker.ca/post/when-selling-dont-be-redundant-dont-say-more-than-required-or-be-excessive-dont-be-superfluous/Mon, 16 Jun 2014 19:52:00 -0500The Thinking Behind the Sales Tweet Some sales people have this habit of talking too much. They go on and on. They provide a plethora of information when… https://rickbaker.ca/post/who-needs-rhetorical-questions/https://rickbaker.ca/post/who-needs-rhetorical-questions/Mon, 16 Jun 2014 14:50:00 -0500The Thinking Behind the Sales Tweet Certainly Clients don’t! A link to more thoughts about Good Questions . https://rickbaker.ca/post/a-baker-of-sales-would-say-enthusiasm-is-the-ingredient-that-causes-sales-to-rise/https://rickbaker.ca/post/a-baker-of-sales-would-say-enthusiasm-is-the-ingredient-that-causes-sales-to-rise/Mon, 16 Jun 2014 09:47:00 -0500The Thinking Behind the Sales Tweet Which reminds me…you know why Bakers tend to succeed at selling?...because they sell what is kneaded. https://rickbaker.ca/post/more-ancient-sales-advice-when-not-able-to-move-ahead-kick-self-in-behind/https://rickbaker.ca/post/more-ancient-sales-advice-when-not-able-to-move-ahead-kick-self-in-behind/Sun, 15 Jun 2014 16:39:00 -0500The Thinking Behind the Sales Tweet If [like me] you have less-than-perfect knees then you may have to ask a friend to do the kicking for you…wouldn’t want… https://rickbaker.ca/post/ancient-sales-advice-salesperson-better-to-wear-out-soles-of-shoes-than-seat-of-pants/https://rickbaker.ca/post/ancient-sales-advice-salesperson-better-to-wear-out-soles-of-shoes-than-seat-of-pants/Sun, 15 Jun 2014 13:37:00 -0500The Thinking Behind the Sales Tweet This has been paraphrased. The original version, I believe translated from Greek around the time of Plato, was: “When a… https://rickbaker.ca/post/when-you-recognize-your-strengths-click-with-people-and-can-lead-change-then-you-can-sellor-lead/https://rickbaker.ca/post/when-you-recognize-your-strengths-click-with-people-and-can-lead-change-then-you-can-sellor-lead/Mon, 02 Jun 2014 11:15:00 -0500The Thinking Behind The Tweet These 3 things are the talents of leaders and successful entrepreneurs. Successful leaders and successful entrepreneurs have… https://rickbaker.ca/post/thought-tweet-855/https://rickbaker.ca/post/thought-tweet-855/Fri, 25 Oct 2013 08:50:00 -0500Thought Tweet #855 What comes first, pleasing customers or pleasing employees? The Thinking Behind The Tweet I hope you take that at least two ways. PS: In… https://rickbaker.ca/post/thought-tweet-7865/https://rickbaker.ca/post/thought-tweet-7865/Mon, 22 Jul 2013 11:13:00 -0500Thought Tweet #786.5 When you solve a problem at your workplace check to see if the solution could help your clients' businesses. The Thinking Behind The… https://rickbaker.ca/post/thought-tweet-784/https://rickbaker.ca/post/thought-tweet-784/Thu, 18 Jul 2013 09:28:00 -0500Thought Tweet #784 When you solve a problem at your workplace check to see if the solution could help your clients...and suppliers. The Thinking Behind The… https://rickbaker.ca/post/thought-tweet-766/https://rickbaker.ca/post/thought-tweet-766/Mon, 24 Jun 2013 09:33:00 -0500Thought Tweet #766 Sales people should select heroes, learn from them, and emulate their strengths. ... The Thinking Behind The Tweet I see different ways of… https://rickbaker.ca/post/thought-tweet-765/https://rickbaker.ca/post/thought-tweet-765/Mon, 17 Jun 2013 09:36:00 -0500Thought Tweet #761 How To Create A Real Scary Sales Monster...a recipe The Thinking Behind The Tweet Really, I am not 100% sure how I did it. I just know I… https://rickbaker.ca/post/so-the-customer-wants-a-carrot-does-he/https://rickbaker.ca/post/so-the-customer-wants-a-carrot-does-he/Fri, 07 Jun 2013 08:59:00 -0500[an excerpt from the unpublished ' The Dark Side of Sales '] You: the Sales Boss The Mob: your wide-eyed Sales guy The Situation: The wide-eyed Sales guy… https://rickbaker.ca/post/thought-tweet-748/https://rickbaker.ca/post/thought-tweet-748/Wed, 29 May 2013 08:54:00 -0500Thought Tweet #748 Today is ' National Return An Unsolicited Phone Call Day '... [Give a salesperson or an innovator a break today] The Thinking Behind The… https://rickbaker.ca/post/motivation-self-confidenceentrepreneurship-sales/https://rickbaker.ca/post/motivation-self-confidenceentrepreneurship-sales/Thu, 16 May 2013 09:36:00 -0500Some people are convinced their motivation is not their responsibility. They rely on others for motivation and they blame others when motivation isn't… https://rickbaker.ca/post/thought-tweet-716/https://rickbaker.ca/post/thought-tweet-716/Mon, 15 Apr 2013 09:01:00 -0500Thought Tweet #716 The “Sales Choice”: (1) we can ignore ourselves and satisfy others or (2) we can care for ourselves and satisfy others. The Thinking…