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
Take the Summer Off? You’re not Hockey Players Read More »
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
Closing Problem? Doubt it. Look at Your Opening Read More »
“Don’t Want to Upset a Prospect? Join the Peace Corps.” Our job in sales is to find problems. Our products & service solve them. We need to find them. Last time I checked finding problems requires us to ask questions. Most salespeople ask the basic questions – the questions that need to be asked (technically).
Don’t Want to Upset a Prospect? Join the Peace Corps. Read More »
It’s the Holidays. . . Companies Don’t Want to See Me Let Alone Buy from Me It’s that time of year again. People have been asking for it so here goes… It’s December of 2013 & even though it hurts me to ask… I have to: Do you know salespeople & companies that start to
7 Reasons to Keep Prospecting for New Clients During the Holidays Read More »
On This First Day of School the Sales Coach Asks: Why in the World Would You Educate Your Prospect to Buy From Your Competitor? You do it! It’s true and you know it! Be honest – it happens all the time. When was the last time you gave your prospect (or current client) all the information
Why Would You Educate Your Prospect to Buy From Your Competitor? Read More »
Have you ever felt like your ego was crumbling away as you followed up – relentlessly – on a deal that you thought would close weeks ago? You’re not alone. It sounds like this: “Just following up on the information we provided…” or “Call me at your convenience…” or “I wondered if you had time
Nothing in the pipeline? You’ll fall all over yourself to close the deal! Read More »
The #1 Sales Myth of All Time It’s December of 2012 & even though it hurts me to ask… I have to: Do you know companies that start to wind things down right about now? It’s the holidays & since not much happens during the holidays they might as well run on cruise control until
The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are under more pressure to cut costs than they ever were before. Companies have more over- seas options than they ever had before. Competition is tougher than it has ever been before. What’s it all mean? It means
The rules have changed in sales Read More »