Robert Fuhr Consulting

Are you waiting? There's no waiting in sales!

What can sellers learn from the motion of wind turbines? How to reduce your length of sale by 25%. Like crying in baseball, there is no waiting in sales. There is always something a seller can be doing to improve their position, until the customer takes their next step. Top performers ask customers to take actions that advance the buying/selling process after every interaction. This accelerates customer decisions, and sellers deciding to stop investing in the opportunity. Because asking for these action commitments helps you both win and lose faster, my clients typically achieve about a 25% reduction in their length of sale. #sales #winfastlosefast #salesperformance #salescoaching #forecasting

Four attributes of "pioneer performance". #growth #sales #revenue #salescoaching #accountability

Strategic opportunity analysis and action planning should be a process not an event. Too often, it is one and done, and happens after a deal is already at risk. Instead, analysis and action planning should achieve incremental steps, or mile markers, on the way to reaching milestones in the buying process. #sales #growth #salesperformance #salescoaching #salestraining

Sometimes there is value in having two sides to every story. #sales #storytelling #corporatevisions #salesperformance #salescalls

What can the Cold War teach us about cross functional growth. #crossfunctional #growth #sales #culture #accountability

A lesson in Accountability: Making a personal decision to overcome one's circumstances to achieve key results. #accountability #culture #coaching #sales #growth

The first ever Robert Fuhr Consulting client appreciation event was a success. It was a pleasure to treat VALENTINE ENTERPRISES, INC. near Atlanta to a New York-themed, northern-style July 4th cookout lunch. The Dallas Hot Weiners, made with secret sauce flown in from Kingston in Operation Flying Saucer, were a hit. Deli sandwiches (reuben, pastrami, Italian and club), Greek salad, and New York style cheescake rounded out the menu. Watermelon transcended Mason-Dixon. The sweet tea was inauthentic, but it does taste like New York maple syrup, and serving it is required by law in Georgia. I took the opportunity to share fun facts about the state I grew up in. It was no surprise veterans took first place in Independence Day Team Trivia.

American ingenuity is turning a 2-day holiday into 11-day vacations. Burn 5 vacation days next week, and you do not go back to work for 12 sleeps. Timing is eveything. In sales, timing is activity that ensures you are in the right place at the right time of customer need. Timing then becomes about getting time, by elevating your value's priority to the customer.