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 say they want success. They want it. They need […]
How Bad do you Want it? Read More »
If we had a nickel for every time someone said to us, “My salesperson never got back to me”, or “The salesperson’s follow-up was terrible”, or “I can’t find or get in touch with my salesperson”, we’d have a stack up to the ceiling. It’s pretty sad. Scenario: You’ve got a prospect or current
If you Say You’re Gonna do it, do it! Read More »
One of the most important things you must do (as a sales VP, Director, Manager, Trainer or Coach) is to determine what motivates your salespeople. What really motivates them! Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why sales?” or “Why are you in
Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. He replies to your emails. He meets with you when you are at his office. He even goes to lunch with you,
3 Ways to Make Sure you are Selling to the Decision Maker(s) Read More »
Might seem like an odd question to ask yourself: Would you buy from you? Yep, 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
Serious Question Sales Pros: Would You Buy from You? Read More »
Face it: Nobody likes a desperate person. Desperation smells a mile away & turns people off instantly. You remember that feeling back when you were dating (or if you are dating, now): He calls too much! He texts me every day. What is wrong with him? That’s your personal life. Sales is no different. You
4 Times You are Sounding Desperate in Sales Read More »
We’re 9 days into 2018. You’ve had enough time to settle in. And you didn’t win the Powerball (or your Fantasy League for that matter). Here’s a question for you: What’s going to be different this year? More specifically: What will you do this year to take your sales to the next level? If you’re
It’s 2018. What’s Going to be Different this Year? Read More »
One of the most common characteristics of successful salespeople = impatience. Show me a patient salesperson & I’ll show you a salesperson with skinny kids! Most want to rush, get as much done as possible & move on to the next deal. Their mantra is more, more, more. Pretty normal. The great ones are decisive,
Sales is NO PLACE for Shortcuts! Read More »
Sales leaders out there, how familiar does this sound? One of your salespeople (Willie Weakcloser) arrives at the office between 8:15 & 8:45 (like he does every day). He hasn’t been in the office before 8 AM since the first week he was hired – 12 years ago. It’s like Groundhog Day: He makes his
Order-Taker or Order-Maker? 5 Things Contributing to Your Order-Taking Status Read More »
What would the holiday season be without the “It’s the holidays blog…”? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit to winding things down right about
It’s the Holidays, I’m a Salesperson…Nobody Wants to See Me. That’s Total BS! Read More »