As a sales coach you can imagine the number of times we hear a VP of Sales say, “We need help closing more business.” Or a Director of Sales asks, “Can you help us with our closing?” It’s common. In the words of Arnold in Kindergarten Cop, “IT’S NOT A CLOSING PROBLEM!” After spending a […]
Got a Closing Problem? Doubt it. Look at your Opening Read More »
There are plenty of books & blogs & websites & white papers out there that will attempt to tell you what selling is – & how to do it. Selling is solving. Selling is asking. Selling is listening. Selling is service. We get it, selling is a lot of things. We understand that selling is
Are You “Begging” for Sales Appointments? No Wonder they Cancel (if they do invite you in) Ok, begging may be a strong word. There’s no crying in baseball & there’s no begging in sales. But YOU ALL know what we mean when we say begging – especially for sales appointments. These would fall into the
No Begging in Sales Read More »
A little competition never hurt anyone. A lot of competition helps salespeople enormously! 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! Competitiveness is a top 3 quality for salespeople. Show us somebody that abhors losing a game of cards,
How Competitive are You? Read More »
Had a client ask me the latest stats on how many “touches” it takes to make a sale in 2024. We’ll answer this one but allow us to turn it into 2 questions: Bear with me on the answer . . . so many “addendums” to the answer According to the RAIN group the simple
How Many Touches to Get an Appointment? How Many to Make the Sale? Read More »
Football & Sales: Same Game According to One Great Coach Say what you want about the Alabama Crimson Tide football team. Say even more about recently retired Head Coach, Nick Saban. There is no arguing about the great play of Alabama. Even less arguing about the stellar coaching of Saban. In 17 years, he won
Footbal and Sales Nick Saban Read More »
We’ve all been there. Glued to the TV. It’s 4th down with .03 seconds to play in the 4th quarter. Your favorite team is down by 4 or 5 points & has the ball on their own 35-yard line. Time for one more play. Yes, a pass. The HAIL MARY. Sometimes it works. Sometimes, not.
Goodbye 2023 This is no Happy New Year blog. Too many of those floating around social media this week. This is a Goodbye Old Year blog. Let’s say Goodbye to all the crap that got in your way in 2023. You know, all the B.S. that kept you from reaching your sales goals. This is
Props, again, to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not… it’s all on me. On the first day of Christmas, my sales coach said to me get to reality. On the second day of Christmas, my sales coach said to
The Twelve Days of Selling Read More »
It’s the Holidays, I’m a Salesperson… Nobody Wants to Hear from Me. 5 Reasons That is Total B.S.! What would the holiday season be without the “It’s the Holidays blog…? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New