Where Sales Teams Turn for Better Sales Tactics
Welcome to "Chalk Talk," Dave's blog geared towards helping your sales team close more sales with better prospects. Want Chalk Talk in your inbox? Sign up below!
NO EXCUSES!
We all have that perfect salesperson in our office. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson 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 guy […]
5 Times You are Acting Too Nice in sales (adding NO VALUE)
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 advice that you’d get in any parenting book. So, […]
How Bad do you Want it?
Success. That’s what we’re talking about here. How bad do you want success? Stupid question? Maybe. You’d be hard-pressed to find anyone that says they don’t want it. We surround ourselves with salespeople, & that’s one cast of characters that definitely say they want success. They want it. They need […]
If you Say You’re Gonna do it, do it!
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 […]
For the Money
One of the most important things you must do (as a sales VP, Director, Manager, Trainer or Coach) is to determine what motivates your salespeople. What really motivates them! Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why sales?” or “Why are you in […]
3 Ways to Make Sure you are Selling to the Decision Maker(s)
Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. He replies to your emails. He meets with you when you are at his office. He even goes to lunch with you, […]
Serious Question Sales Pros: Would You Buy from You?
Might seem like an odd question to ask yourself: Would you buy from you? Yep, pretty odd. Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy […]
4 Times You are Sounding Desperate in Sales
Face it: Nobody likes a desperate person. Desperation smells a mile away & turns people off instantly. You remember that feeling back when you were dating (or if you are dating, now): He calls too much! He texts me every day. What is wrong with him? That’s your personal life. Sales is no different. You […]
It’s 2018. What’s Going to be Different this Year?
We’re 9 days into 2018. You’ve had enough time to settle in. And you didn’t win the Powerball (or your Fantasy League for that matter). Here’s a question for you: What’s going to be different this year? More specifically: What will you do this year to take your sales to the next level? If you’re […]
Sales is NO PLACE for Shortcuts!
One of the most common characteristics of successful salespeople = impatience. Show me a patient salesperson & I’ll show you a salesperson with skinny kids! Most want to rush, get as much done as possible & move on to the next deal. Their mantra is more, more, more. Pretty normal. The great ones are decisive, […]