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Jeff Morrow

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CEO, Greener2Morrow

90 points

Jeff has trained over 10,000 sales reps throughout the United States. He is an expert on Consultive Selling. Jeff spent 18 years with Avery Dennison and 5 years with Staples on the contract stationers side. Jeff's focus of ...

Jeff has trained over 10,000 sales reps throughout the United States. He is an expert on Consultive Selling. Jeff spent 18 years with Avery Dennison and 5 years with Staples on the contract stationers side. Jeff's focus of "asking questions behind answers", going Broad to Specific, is the corner stone of his training.

Webinars has been an especially good training tool for Jeff.

Jeff is also a Sustainability professional expert at ATEP (Advanced Technology and Education Part) in Tustin, California. ATEP is an Business Education school.

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WEB: Greener2Morrow

July 20, 2011

Jeff Morrow and 11 other people answered this question

What sales book would you recommend and why?

A great book on Consultive Selling (I know it is spelled wrong but that is how I market it) called Getting NAKED, by Patrick Lencioni. It is all about partnering with your prospect in the sales process. It is told as a business fable.
I also ... more

March 17, 2011

Jeff Morrow and 9 other people answered this question

If your business ethics and credibility are challenged what steps do you take to address the issue?

Great question. From my perspective there is only one first step. You MUST get more information. And you can only get information by asking some difficult questions of the person who is directly calling your ethics and credibility into question. Here is how I would ... more

Jan. 10, 2011

Jeff Morrow and 3 other people answered this question

What are some good examples of effective role playing activities for sales training?

Here is a great role playing exercise I have used for years. It really re-enforces the need to ask tons of questions.
Get two reps. One will ask the questions and the other will answer. Here are the rules;
Either rep can pick a topic.
The rep asking ... more

Sales Training Techniques

Dec. 1, 2010

Jeff Morrow and 4 other people answered this question

What differentiates an average salesperson, and an exceptional salesperson?

The average sales person does not understand that NO is a great word. They run away and avoid it at all costs. The exceptional sales reps understand that the their time is "just as important" as the prospect/customers time. Instead of staying with a sales ... more

Employee Conduct

Employee Motivation

Dec. 1, 2010

Jeff Morrow recommends this answer by Tamara Schenk

What are the most common things you find lacking in most sales training?

I totally agree with the fact that the "how to sell" is often missing in sales trainings. But what does it really mean to address the „how“ in an appropriate way?
The challenge from my point of view is to find the right balance of ... more

Sales Training Techniques

Sales Training/development

Nov. 30, 2010

Jeff Morrow and 12 other people answered this question

What are the top 3 things to remember when delivering a presentation?

Here are a couple of other thoughts. One of the best pieces of advise I got many years ago apply's now;
Tell em what they are going to hear,
Tell em,
Tell em what they just heard.
If you think of this while you are ... more

General Management

Nov. 18, 2010

Jeff Morrow and 7 other people answered this question

Cold call introductions- what do you say?

I have found that the best way to start a cold call is let them know that all you want to accomplish on this call is to get the permission to send them some information about your company and product/service. Almost everyone will say that ... more

Nov. 18, 2010

Jeff Morrow and 2 other people answered this question

How can you teach your sales reps to learn to speak the language of your customer?

The key to understanding the customers language is by completely understanding what they are telling you. Too often sales reps are only concerned with what they want to "tell the customer". It is not enough to just ask the right question(s). You need to listen ... more

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