That’s a Bunch of Bull! How many salespeople do you know that think no one wants to see a salesperson between the holidays, and go on cruise control between Thanksgiving and New Year’s Day? How many companies do you know of that actually admit to winding things down right about now? It’s very common and […]
Nobody Wants to See a Salesperson Between the Holidays, Right? Read More »
Salespeople, does this look familiar . . . ? You arrive at work. Grab a cup of coffee. Talk to a few people in the lunch room. On the way back to your office or cube you stop & talk to two more people to complain about the Detroit Lions. Finally sit down at your
STOP Getting Ready to Get Ready Read More »
Are you a “people-person”? Do you like people? Do you love ‘em? Lots of salespeople say they do. Watch them in action & it’s painfully obvious that they do. Painfully? What’s so painful about a salesperson liking her prospect? What’s so wrong with really loving your customers? Well, let’s dig into that one for a
I Just Want My Customers & Prospects to Like Me Read More »
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
Mad Men Ain’t Selling . . . it’s Telling Read More »
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 You Quote & Hope? Read More »
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.
Fight to Get to Decision Makers Read More »
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
Where Will Your Next New Customer Come From? Read More »
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 Say You’re Gonna do it, do it! Read More »
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 »