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 […]
5 Ways to Ask the Budget Question in Sales Read More »
The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting. In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio
If They’re Not Talking, They’re Not Buying Read More »
Most people are just naturally poor listeners. They are distracted, worried about what they are going to say or flat out bored. Others (a select few), have perfected the knack of being attentive & actively participate in listening. You know who they are – they’re the ones you go to when you need to get
7 Things You Can Do to Become a Better Listener Read More »
Salespeople (the remarkably successful ones) build mental toughness (mental muscles) the same way they build physical muscles – exercise. Good habits (like cardio & lifting weights) will help you grow stronger. But, giving up the bad habits (eating too much, sitting on the couch, etc.) is key if you really want to make progress. It only
12 Things Superstar Salespeople Don’t Do Read More »
It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON!
Price Increases. Time to Increase my Customer’s Price, Again! Read More »
They’re out there. Everywhere you go you’ll run into someone who thinks they know more than you do on any number of subjects. It’s our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Fact is, if you’re in sales, you must find a way to deal with
Selling to DIVAS (aka: Know-it-Alls) Read More »
5 Times You are Acting too Nice in sales Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of
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 »
Very good is the answer for most people – salespeople included Yes, we all know the narcissist. The self-centered, arrogant egomaniac. Always the smartest person in the room. It’s all about him or all about her. You know, the people that really aren’t even close to being as good as they think they are. But
Do You Have Any Idea How Good You Really Are? Read More »
MLB is in a lockout. Spring Training has been delayed. So, let’s talk about changeup Not the kind the pitchers throw. In sales, prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can really be an ambush in disguise. Current clients &
In Sales, Throw ‘em a Changeup Read More »