We’ve all heard the phrase, There is no hope. We’ve heard, Hope is not a strategy. Serious sales pros know Hope is a brutal strategy for selling. Yet many salespeople eke out a living by “quoting & hoping”. They do. You may know a few of these salespeople. If you aren’t committed to using a […]
“Quote & Hope” is a Brutal Strategy for Selling Read More »
How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified the opportunity as
If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck! Read More »
Some sales professionals work their butts off. Some manage their time very well. Some prospect for new business consistently. When allowed, some get out & visit customers. Some take risks & ask the tough questions. Some prospect for appointments. Some travel & spend time away from their families all for the good of the company.
10 Reasons why Sales Takes Work! Read More »
Throw it back to the days when Blockbuster video stores stood apart from all others because they greeted every single person that entered their stores, every single time? How about Domino’s Pizza? They started the “You’ll have it in 30 minutes or less or it’s free policy”. Who can forget FedEx’s “When it absolutely has
12 Things That Make a Great Salesperson Read More »
When was the last time your prospect said, “We’ll probably go with you”? How many times have you heard, “There is a good possibility we will give you the business”? Ever hear, “Your solution looks good”? Things like this sound pretty good, right? Frank the fictitious salesperson hears this & runs back to his office
Wishy-Washy Words Don’t Take You to the Bank Read More »
The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or a
4 Signs You’re Taking Short-cuts in Sales Read More »
There are not many things out there that apply 100% to every person you know. Here’s one: Nobody likes to be lied to. Period. Not one single person. It is a disgusting feeling. Do you know anyone that likes to be lied to? Didn’t think so. We (as people & as salespeople) want to be
Why do you Believe the Baloney? Read More »
If you have ever been a part of a Role-Playing session with a sales organization, you’d agree that it’s no place for a nervous person. Are the participants excited to do it? Nope. Is it awkward at times? Yep. Are most people dying to get it over with? Oh, hell yes! Does it help them?
Participate in Sales Role Plays? I’d Rather Poke My Own Eyes Out! Read More »
Said it. Got that out of the way. Want to read it again? You do not need the lowest price to make sales! The best part about this claim? Most all of you know it’s true. Most all of you have made sales within the last 18 to 24 months where you know for sure
Salespeople, You Do Not Need the Lowest Price to Make Sales! Read More »
Please understand that the author completely understands the problems that 2020 brought some of us. The COVID-19 pandemic created & continues to create challenges for some companies that trickle right down to their sales teams. This is not lost on the author. Sales. How can you not love sales? One of very few professions where
How was 2020? You Only Have Yourself to Thank . . . or Blame Read More »