Charles Durfee explains the three pros that differentiate sales professionals from sales people. Using the example of selling western boots, Charles walks us through the sales process, specifically how their unique boot fitting process made their store the most successful outside the factory outlet in El Paso. The amazing part is, their store was in Washington D.C. An entertaining story which you can relate to most sales situations. Find out if you are a sales professional or simply a sales person.
Charles is a Principal with Foresters Financial Partners. He was a top sales performer, successful sales manager, and company wide top Regional Vice President of Sales.
On Sunday I was set to guest on blog talk radio, with host Jonathan Farrington in Paris France. His topic – Salesopedia.com. We had coordinated time zone differences, confirmed and tested phone connections, we were good to go, however …
I dialed in at the appointed time, was acknowledged and put on hold. While I waited, I could hear his show and my introduction, then a pause. The pause was probably 5 seconds but I bet it felt like 50 seconds to Jonathan.
I dialed in at the appointed time, was acknowledged and put on hold. While I waited, I could hear his show and my introduction, then a pause. The pause was probably 5 seconds but I bet it felt like 50 seconds to Jonathan. Apparently I wasn’t showing up on his call in panel to connect into the show. Fortunately he had provided me with a list of questions he was going to ask, and I had answered back so he would have an idea for timing of my segment. Being the quick thinker he is, Jonathan proceeded to interview me, asking … and answering the questions. Meanwhile I remained on hold, listening to the show and every once in a while saying “Jonathan, pick up, I’m here, I’m on the phone.” Soon all I could do was chuckle and think what a great improv job he did.
After the show ended, I called him back and explained I had been on hold. We had a good laugh, but I did feel for him. Sorry old chap for the technical glitch. Here is an edited version with me actually answering the questions. Isn’t technology a wonderful thing … when it works.
Host Clayton Shold in conversation with author and sales expert Joanne Black on referral selling. Her book "No More Cold Calling The Breakthrough System That Will Leave Your Competition in the Dust" is a national best-seller.
Joanne Back is the leading authority on referral selling. She believes that no one should ever have to make a cold call. Some may see this as heretical thinking, but for Joanne Black and her clients, referral selling is a proven way to success.
Host Clayton Shold in conversation with nationally recognized sales trainer John Boe on how recognizing personality types and body language cues can help you boost your sales.
John Boe is a well known author and temperment profiler whose techniques have helped sales professionals recognize personality types in potential clients. Through observation and active listening John demonstrates how to spot cues that can help to make the selling process easier and achieve greater success.
Charles Durfee explains the three pros that differentiate sales professionals from sales people. Using the example of selling western boots, Charles walks us through the sales process, specifically how their unique boot fitting process made their store the most successful outside the factory outlet in El Paso. The amazing part is, their store was in Washington D.C. An entertaining story which you can relate to most sales situations. Find out if you are a sales professional or simply a sales person.
On Sunday I was set to guest on blog talk radio, with host Jonathan Farrington in Paris France. His topic – Salesopedia.com. We had coordinated time zone differences, confirmed and tested phone connections, we were good to go, however …
Host Clayton Shold in conversation with author and sales expert Joanne Black on 
Host Clayton Shold in conversation with nationally recognized sales trainer John Boe on how recognizing personality types and body language cues can help you boost your sales.
