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 »
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 …
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 …
Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need help! Have you had your lay down yet this year? If you did congrats – if not you …
Might seem like an odd question to ask yourself: Would you buy from you? 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 from herself? …
Serious Question, Sales Pros: Would You Buy from You? Read More »
Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind let’s talk a little about guts. A …
Did you know that by the time you were 6 years old you heard, saw & lived through 1,000,000 impressions of rejection. 1,000,000 impressions of the word NO. That’s six zeros! You did. Mom, can we go to McDonalds? NO. Dad, can I stay out past the street-lights tonight? Nope. Mom & dad, can I go to the movies …
Where do “nice guys” usually finish? Yep. Last. What do “nice salespeople” usually do? They chat. They talk about easy subjects. They smile a lot. They say “yes” a lot. Think of that overly-nice salesperson. That constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal that continuously says YES, smiles …
Do you ever watch an interview on TV & count the times the interviewee says the word “I”? Fun game to play. Worse, do you ever find yourself in a conversation with someone that can’t resist the word? It’s exhausting. This image sums it up pretty nicely. In 2015, the Chicago Blackhawks won the Stanley …