An effective way to build credibility and mend a bad relationship in sales Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. Here’s the Scenario: A customer or two is singing to a different sheet of music than you are. Maybe it’s the way they resent your pricing. Could be […]
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A great question to ask yourself: If I am not the best thing my prospects & customers have ever seen then why do they need me? Fact is, they don’t. In July of 2016 (right now) your products & services are better than ever. Technology is faster than ever. Quality is top-notch. Engineers are
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 and trust are important things to strive for in sales. They are good end game goals. But you don’t start there. You start by helping people
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Every once in awhile, it’s not what you say that matters – it’s how you say it. Then there are times when what you say matters – really matters. Sometimes you know it immediately, “Oh no, shouldn’t have said that.” “Why did I just say that?” “Uh oh, I can’t take that one back.” A
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We all have that perfect sales guy in our office. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest guy 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
Did you know that by the time you were 6 years old you heard, saw & lived through 1,000,000 impressions of rejection— 1,000,000 impressions of the word NO. That’s six zeros! You did. Mom, can we go to McDonalds? NO. Dad, can I stay out past the street lights tonight? Nope. Mom & Dad, can
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If I Could Be Gutsier in Sales! Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind
In sales, there is no better advice than to get on with it (or get off of it) as soon as possible. How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get
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Ever miss out on a deal because you had too much charisma? Doubt it. A better question would be, ever miss out on a deal because you lacked charisma? Much more likely. What is Charisma? Charisma is the ability to influence others positively by connecting with them physically, emotionally or intellectually. It can only be
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Do you ever not feel like not reading a long blog? Paragraph after paragraph… Feels like homework! Today’s your day. Check out these lists: things you should stop and start doing in sales Salespeople please STOP: Talking so much Leaning on canned company powerpoint presentations Saying “Just following up…” or “Just touching base…” Talking to
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