The Axioms of Selling Blog

Bob Nicols

Bob Nicols
Bob Nicols has 34 years of experience in sales, sales management, executive management and sales force development. He founded Burton Training Group, now AXIOM Sales Force Development, in 1990 after being a top and highly recognized performer in sales, sales management and executive positions within the technology sector. He has managed and mentored thousands of sales people, sales managers and senior managers and been responsible for hundreds of millions of dollars in sales. For more than 21 years he has developed and delivered sales programs that have become the standard for many Fortune 100 companies including AT&T, BellSouth, Disney Enterprises, Alltel, Verizon and ESPN. AXIOM programs have been implemented in over 30 countries including Japan, the UK, Germany, Dubai, Brazil, Taiwan, Singapore, Australia, China, Mexico, Canada, South Korea, Slovakia, Sweden, and The Netherlands. Bob's highly energetic and insightful lectures and workshops have resulted in invitations to be a featured presenter at dozens of national and international sales meetings and conferences. He is a trusted advisor to the presidents and senior managers of multiple organizations, both large and small and has been a board member of a national technology company. Bob is the developer of AXIOM's “Selling Sciences ProgramTM” and co-author of the “Selling Sciences” CD series.
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Recent Posts

03 Jan by Bob Nicols

You've heard me say this before: Sales Transformation in an organization happens when you change the behavior of individuals.

Therefore, when you address sales training and sales tools as part of this effort, they become far more than the traditional transfer of skills and knowledge.

When we're taking on the task of changing selling behaviors, we're talking about changing the DNA, the very culture of the sales organizationa MUCH bigger task and obstacle for transformation.

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29 Dec by Bob Nicols

Do you want impact from your sales training initiatives?

Then don't rely on just what happens in the classroom with your sales people.

Leaders who invest in sales skills training and then don't require all levels of sales management to attend the same training as their sales people always confound me. How can this be?

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27 Dec by Bob Nicols

"Dress well, shine your shoes, be professional, look busy, have good things to say about the company and your boss."

I really do remember this like it was yesterday. I was a young rep working in a small, regional facility for a national telecom company. There was a significant amount of commotion around the office created by the fact that our new, National VP of Sales would be visiting.

My sales manager was issuing these directives because he wanted everyone to be on their best possible behavior. I thought to myself "Really? That's it? That's all I have to do to impress the VP? Then what's all the commotion?"

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22 Dec by Bob Nicols

While shopping this past weekend I was approached by a gentleman named Jim, one of the best salespeople I've met in quite some time. He quickly identified my needs and walked me through his store's available options.

By asking the right questions, this pro was able to present solutions in the most compelling fashion possible. Jim was thorough, demonstrated concern, and had a sincere desire to help me in any way possible.

Did I buy from him? No. Did he want me to buy from him? Absolutely not. As a matter of fact, Jim gave me directions to one of his competitors, where I bought exactly what he recommended. That's right. The last solution he presented wasn't his. Jim guided me to a product only available at another store.

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29 Nov by Bob Nicols

"To a man with an ax," says an old African proverb, "everything looks like a tree."

A corollary observation might be: "If you've got an ax in your hand, all you notice is trees." That's fine if your customer's problem is trees that need chopping. If it's something else - anything else - approaching him with an ax might not be your best strategy.

There is a tendency for salespeople investigating an opportunity to focus first, and often exclusively, on problems they know their company is specifically equipped to solve.

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