There’s not a salesperson or sales manager reading this blog that will ever admit that they give the impression that they are an amateur in sales, as opposed to a professional salesperson. Not a chance. But some of you do. Amateur: a person who goes from place to place hoping to make a sale. Professional […]
A very quick read. Let’s paint a picture. A juicy deal is pending – a really nice one. We’ll call it ACME Company & your contact is Ralph. You have lots to do (you always have lots to do). A few balls are up in the air & you feel like the world’s best (or
Email: The Easy Way Out! Read More »
Hmm, the Hard Part of Selling Has Always Been Virtual! Can you stand all the hype around virtual selling these days? Do you need one more Sales Trainer or Coach promising to help you & your Sales Team improve your virtual selling skills? People are working from home so we can’t go & see them.
Virtual Selling is Here to Stay? Read More »
If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. Most would rather poke their
I HATE Prospecting! Read More »
It happened! The short MLB season has started. Seems like a good day to talk about the change-up. Prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can actually be an ambush in disguise. Current clients & prospects that you visit know
In Sales, Throw ‘em a Change Up Read More »
Yes, the title sounds silly. It certainly won’t make sense until you’ve read the entire blog – so, looks like we’ve got you hooked. Let’s set the stage: Kevin the Salesperson has a giant bowl filled with every flavor of Tums ever invented (all in individually wrapped packages). He’s in a large room filled with
Stop Trying to Sell Tums to People without Heartburn Read More »
A common thing to say in sales is, “People buy from people they like.” True. Another over-used phrase: “People buy from people they trust.” Can’t argue that. Like & trust are important things to strive for in sales. Good end game goals. But you don’t start there. You start by helping people become comfortable with
People Buy from People they are Comfortable With Read More »
Tired of reading long & boring blogs? Paragraph after paragraph… feels like homework! Today’s your day. Check out these lists: Stops & Starts. Salespeople please STOP: Talking so much Leaning on canned company powerpoint presentations Saying “Just following up…” or “Just touching base…” Talking to Carl the Clerk (who can’t make a decision to save
Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need help! Have you had your lay down yet this year? If you did congrats – if not you
Sales is a Game of Inches Read More »
Might seem like an odd question to ask yourself: Would you buy from you? Pretty odd. Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself?
Serious Question, Sales Pros: Would You Buy from You? Read More »