Here’s the set up: You met with your prospect. Doesn’t matter how many times. You did your needs analysis. You developed the solution & it’s great. You deliver your quote or proposal. The next day you call to follow up. Voice mail. A few days later you send an email. No reply. In a […]
STOP Feeling Like a Stalker in Sales! Read More »
A mentor once told me, the moment we stop prospecting for business is the moment we are out of business. Hurts. But it is so true. He went on to say that we didn’t have to like it – but we did have to do it. Stinks. But, also so true. Let’s get the
Hunting. Prospecting. UGH! Whatever you Want to Call it – Do it! 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
4 Signs You’re Taking Short-cuts in Sales Read More »
You’ve heard of the “school of hard knocks” – The painful education you get from life’s negative experiences, often contrasted with formal education. It’s reality. It’s when your parents used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day – & now it’s
10 Things About Sales They Don’t Teach you in School 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 »
It’s no mystery that our job in sales is to find problems: Uncover the PAIN. Get to the real issues. Dig deep & get to the root of things. This requires communication (questioning) skills. Questioning skills that allow us to have conversations about business problems. Again, business problems. Most prospects don’t pay money to
Don’t Want to Upset a Prospect? Join the Peace Corps Read More »
Why is it that salespeople (outside salespeople) are spending more & more time in the office these days? 3 reasons: Email Phone It’s easy Without question, the phone & email make it easy for salespeople to communicate with their prospects & customers. It’s a piece of cake to send a quick email. It takes no
3 Reasons Your Salespeople are Not Getting Out of the Office Read More »
It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control last week & this week? The week before & after Memorial Day. How many companies do you know that will actually admit to slowing down because they are short weeks? It happens every year.
It’s a Short Week, I’m a Salesperson… Nobody Wants to See Me. That’s Total B.S.! Read More »
OK, we all know somebody; we all have an acquaintance that will not stop talking. He or she will go on & on about guess what? You got it… how great they are. Could be at golf. Could be parenting. Could be sales. Whatever the topic, if you want to know how great they are,
The “I’s” DO NOT Have It! Read More »
We all have that perfect salesperson in our office. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this guy