Unbound Growth Blog

Michael Douglas

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The day I stopped selling and they started buying

Posted by Michael Douglas  7/8/16 7:30 AM

Probably one of the most important lessons I have learned from working with Unbound Growth is to play it cool.  Fonzie cool.  Remember Arthur Fonzarelli from Happy Days?  Now picture the Fonz as a sales rep.  Do you think he would be chasing people that didn’t want to talk to him?  Do you think he would call someone just to “check in?”

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Topics: sales coaching, sales conversations

How do you handle it when your customer wants to “shop around?”

Posted by Michael Douglas  6/2/16 1:30 PM

When I was about 10 years old, we put new carpet in the house.  Anyone that grew up in the 80s in the Dayton/Springfield Ohio area probably heard the commercials for Buddy’s Carpet Barn and Bryant Brothers.  I still have the “Forget the others, go to Bryan Brothers jingle” in my head.  So we go to Bryant Brothers first.  I still remember this.  The sales lady walks us through the store, showing us samples; I’m really just along for the ride.  But I remember the up sell attempts at thicker pad, stain treatment, etc.  We eventually got to a price.  My Mom and Steve looked at each, then looked at me, back to each other, then the sales lady.  “Thanks, we want to go over to Buddy’s to see what they have."

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Topics: sales coaching, sales conversations

Can One Question Change the Cadence of an Entire Sales Meeting?

Posted by Michael Douglas  4/5/16 11:45 AM

Can it?

I am about 15 weeks into my transformation to a sales rockstar.  One of my biggest obstacles as a salesperson is my need for approval. It affects far more than you could possibly realize.  But really, the worst part, is it has prevented me from asking difficult questions.  Questions that, if asked, would really help both myself and my potential customer.  It would keep us from wasting time on things that aren’t important.  It would keep us focused on the things that matter, things that matter to them.  Isn’t that our job as salespeople?  To find out what matters to our customer?  To find out about their dreams and goals so we know if we can help them get there?  So by that perspective, isn’t it selfish of us not to ask difficult questions?

I was recently told, “you need to learn to be the person your customer needs you to be, not necessarily the person they want you to be.”

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Topics: sales coach

When is it time to let an opportunity die?

Posted by Michael Douglas  1/29/16 8:00 AM

This is a guest post by a Michael Douglas who helps enterprises reduce their environmental risks and bottom line costs by simplifying and streamlining the transactions and business processes into one platform.

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Topics: sales strategy

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"Experience is a hard teacher because she gives the test first, the lesson afterward." ~Vernon Law 
This blog is a home for the business growth lessons that we and our associates and clients have learned from the front lines.

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