About dhart

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So far dhart has created 5 blog entries.

“I’d Like to Talk about Me – Do You Have a Minute?”

As you read the title of this blog you might be thinking that this would never happen but the fact is it happens thousands of times each and every day. More often than not it takes the form of, “I’d like to talk to you about Product X today. Do you have a minute?” Obviously, the average salesperson would never make a statement like the title of this blog; however, many do begin conversations with their customers using the example stated above. The question we must ask ourselves is how our customers interpret these statements. Or better yet, when you are approached by a salesperson using this line, what do you think? If you’re like me, you think to yourself, “Uh oh, here we go…”

By | October 20th, 2016|Attracting Interest, Gaining Attention, Openings, Pharma Sales, Selling|0 Comments

From Dud to Stud – The Incredible Power of Engaging Questions

It was an interesting situation posed by our prospective client - as proof of Delta Point’s abilities, would we be willing to spend some time with a struggling sales representative to see if enhancing their selling skills would change their performance? The answer was an unequivocal yes. In hindsight we should have probably better defined “struggling” as we soon discovered that the sales representative was deep into a Performance Improvement Program (PIP) and quite possibly heading towards termination for a lack of sales performance. Nevertheless, an agreement is an agreement and we love a challenge.

“It’s Déjà Vu All Over Again”

Late last year Delta Point had the opportunity to work with a client who was launching a new specialty sales force. Realizing they were bringing together tenured sales representatives from numerous different companies they asked Delta Point to help build a customer engagement model that not only reflected the significant experience of their new sales force but that also set a standard of excellence by which the organization would interact with customers – and we did - successfully. In fact, accolades were very high from both sales leadership as well as the specialty representatives themselves.

By | September 1st, 2016|Being Successful, Coaching, Pharma Sales, Sales Training|0 Comments

Rio 2016: The Best of Fundamentals and Coaching on Display

Bom Dia! It’s that time again… We experience it every 4 years, where the world unites for a common purpose, for lively competition during the Summer Olympics. Watching the Opening Ceremonies this past Friday, it struck me that I was finally watching live television that reflected the true human spirit that lies within the vast majority of the world. Absent was the political posturing and the stories of tragedy impacting our world. What remained on my screen was simply the best athletes in the world coming together to compete and to share.

By | August 10th, 2016|Coaching, Pharma Sales, Selling|0 Comments

Success Is a Choice – What We Can Learn from the NBA’s First Unanimous MVP

Since its inception 67 years ago, only one player has been unanimously selected as MVP of the National Basketball Association (NBA). In a league of athletic superstars where a single name is all that is required for the elite players, only one has achieved such admiration.

By | June 2nd, 2016|Being Successful, Leadership, Sales Training, Selling|0 Comments