Sales Tips

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 […]

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

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

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.

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

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

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 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:

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

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