Spend an hour watching Mad Men and you will definitely be entertained! AMC does a great job capturing what it was like to live and work in the ’60s (so they tell me). The ‘60s was an interesting decade. People smoked in the office, drank in the office, pregnant women smoked and drank, and innuendo …
Ever get the feeling that the work you do (quotes, proposals, presentations, etc.) is a giant lesson in futility and a big waste of time? You think to yourself, “Why am I doing this, we aren’t going to get this business anyway?” This would be one of those times when you should trust your gut. …
Do yourself a favor; never, ever ask a prospect in sales this question: “Are you the decision maker?” Huh? Every sales book you have ever read tells you that you must be in front of decision makers in sales. True, but the way you ask is crucial. It takes a bit of style and grace. …
If you’ve been in sales for longer than a week or two there is a good chance you relate to the hardest part of this profession: finding new business. If you are not an Account Manager (on one or a few accounts) or in a retail sales position (where business comes to you) you have …
Most of us know PDC as Parts Distribution center. A common acronym in quite a few industries. Makes sense. But we have a new one for you: PASSION DESIRE COMMITMENT These are 3 must-have ingredients for superstar salespeople. Ever wonder why Ben (the technical whiz) has a hard time hitting his numbers ever month? Why …
The New P. D. C. (not Parts Distribution Center) Read More »
If I had a nickel for every time someone said to me, “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”, I’d have a stack up to the ceiling. It’s pretty sad. Follow me on this one: You’ve got …
If you have been in sales for longer than a week you have been told,”You have to uncover their budget.” Your director or manager has asked, “How much money are they willing to spend?” “What’s the budget?” “What’s their target price?” “How much money do they have?” Been there? Of course you have. Question is: …
Uncovering Budgets: Having the Money Conversation Read More »
How many salespeople in your office say, “I can’t get in touch with her… she’s probably on vacation.” Or “I’ll wait a few days & call him… it’s Friday & he’s probably not in.” Or one of my favorites, “It’s July… the auto industry is shut down this whole month. You know you’ve heard these …
Do this: List your 3 favorite clients or customers. Now list the number of referrals that you have gotten from these 3 in the last 12 months. Surprised at such a low number? It’s not uncommon at all. Why do salespeople fail to get more referrals from their clients & customers? 3 words: They Don’t …
Referral Business: Easiest to Win – Hardest to Ask For Read More »
As a sales coach you can imagine the number of times I have heard a VP of Sales say to me “We need help closing more business.” Or a Director of Sales ask, “Can you help us with our closing?” It’s common. After spending a few minutes with these people it’s clear that they don’t …