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 …
How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified the opportunity as …
If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck! Read More »
Some sales professionals work their butts off. Some manage their time very well. Some prospect for new business consistently. When allowed, some get out & visit customers. Some take risks & ask the tough questions. Some prospect for appointments. Some travel & spend time away from their families all for the good of the company. …
When was the last time your prospect said, “We’ll probably go with you”? How many times have you heard, “There is a good possibility we will give you the business”? Ever hear, “Your solution looks good”? Things like this sound pretty good, right? Frank the fictitious salesperson hears this & runs back to his office …
The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or a …
A very quick read. Let’s paint a picture. A juicy deal is pending – a really nice one. We’ll call it ACME Company & your contact is Ralph. You have lots to do (you always have lots to do). A few balls are up in the air & you feel like the world’s best (or …
Hmm, the Hard Part of Selling Has Always Been Virtual! Can you stand all the hype around virtual selling these days? Do you need one more Sales Trainer or Coach promising to help you & your Sales Team improve your virtual selling skills? People are working from home so we can’t go & see them. …
If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. Most would rather poke their …
It happened! The short MLB season has started. Seems like a good day to talk about the change-up. 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 actually be an ambush in disguise. Current clients & prospects that you visit know …