“I can’t ask that!” “We can’t say that!” “They’ll never tell us that.” We’ve heard it all. So many salespeople & sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects & customers. All the things they can’t ask. All the things they can’t say. And it works. They …
Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. I must educate my prospects as much as possible I have to answer every question my prospect/customer asks If my …
You’ve likely seen or heard this quote before. If you didn’t know that Henry Ford is the one that said it (way back in 1906) then that’s a nice bit of trivia for you. What’s it mean? That’s easy. It means “we do what we believe we can do”. We also don’t do what we …
Success. That’s what we’re talking about here. How bad do you want success? Stupid question? Maybe. You’d be hard-pressed to find anyone that says they don’t want it. We surround ourselves with salespeople, & that’s one cast of characters that definitely says they want success. They want it. They need it. They deserve it. They’ve …
An effective way to build credibility &/or mend a bad relationship in sales Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. It’s an all-too familiar scenario these days – the challenges caused by the lack of resources coupled with the supply chain issues . . . A customer or …
Here’s a list of words you shouldn’t say in sales. Do your best to replace them with the other list. Again, they may not smack you in the face as incredibly wrong – these are subtle differences. Subtle differences that can mean the difference between winning & losing: Every once in a while it’s not …
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 …
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. …
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 …