Sales
Let’s be honest, most of us go to networking events with the best intentions and leave with a pocket full of business cards we’ll never look ...
Read MoreSales
If you’ve ever managed leads in Excel, kept track of follow-ups in your inbox, and saved customer notes on sticky pads, congratulations. You’ve built a CRM ...
Read MoreBusiness Culture / Leadership / Sales / Uncategorized
As a small business owner, are you frustrated with your employees’ performance? Before pointing fingers, it’s crucial to examine the role you play in your team’s ...
Read MoreSales
Everyone Wants the Title — Few Earn It “Trusted Advisor.”You see it everywhere — on websites, LinkedIn headlines, and business cards. But here’s the truth: it’s ...
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If you don’t innovate and or find a way to stand out from the crowd, how will your customers notice you in all the noise of the marketplace.
Read MoreSales
There is a brighter future ahead for all of us. It requires that we get out of our comfort zone to pursue it. Sometimes that means an extra hour a day. Sometimes it means having a difficult conversation with a long-time employee, who you like, but that needs to step it up.
Read MoreSales
For many people, going to a networking event is painful. In part because it sometimes feels like people are just handing out cards, looking for a ...
Read MoreCommunication / Sales
Get over it. Small talk is a way to create social cohesion. Think back to the last time you went into a meeting where the other ...
Read MoreSales
As Sellers we all spend time continuing our education and practicing our craft; at least if we want to stay relevant and current in our industry ...
Read MoreSales
A common challenge for business owners is helping their buyers get over the price objection. There is a three step formula that if you follow it ...
Read MoreSales
I was speaking with a colleague the other day who was frustrated because the deal did not close in the first meeting. (Typical Sales cycle is ...
Read MoreCommunication / Sales
More and more often now, I am working with people and doing presentations over the phone and the web. This is very convenient both for me ...
Read MoreSales
I don’t know what you sell, but when you are cold calling, you are an interruption. Your prospects are not waiting for your calls. In fact ...
Read MoreSales
When I first got started in selling, I mean really started, I had a boss named Jon. Jon’s motto was that if weren’t a little nervous ...
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I received a call last week from Bill. A mutual friend suggested that we talk. Bill was looking for a new job and was very interested ...
Read MoreSales
How many times have we seen a seller show up on our doorstep and start selling? In the words of one colleague they "show up and throw up". This often happens
with new reps as they are typically taught all about presenting but not a lot about exploring the buyer’s situation. And sometimes it is in response to the buyer who says "Show me what you've
got."
Yet this is where so many go ...
Sales
Chris Banzet posted a question recently on a LinkedIn Group, BASICS Sales that asked “Principle or Process which timeless”. If you are like me you’ve answered the question.
I answered Principle. As I believe processes change. I have learned –Xerox Selling, Solution Selling, Wilson Counselor Selling, Miller Heinman and others. And each of
these processes has delivered valuable tools to move the sale forward. But in my mind principle is timeless because while processes change the principle of ...
Sales
I am a Toastmaster and I have discovered that it is a great organization for developing leadership skills as well as speaking skills.
One of the most powerful tools a leader or manager has is the ability to deliver feedback that helps the employee improve; while not discouraging them. If you have experience in managing people you
recognize the dilemma. You see Steve showing up on a sales call and telling the story without conducting good Discovery. As you provide feedback you notice that Steve crosses his ...
Sales
Far too often as sales people we are so focused on getting the deal or communicating our message that we don't hear the comment that sold the
deal. Then we talk ourselves out of it.
Typically what has happened is even though we put on our consultative selling skills and asked questions and "listened", we allowed our thinking to get high-jacked. We heard something and while the
buyer was talking we allowed our thinking to chase down a ...
Sales
You submitted your RFP Proposal and they’ve called for a demonstration. So you pull out all the stops. You are prepared to tell them all about your firm how you’ve
been in business forever, how you represent X% of the industry and all the awards you’ve achieved. If you do this you’ve lost the deal.
Remember the selection process is not about you. It is about the buyer.
What are the issues they are ...
Sales
Recently at my weekly Toastmaster meeting one of our members asked me what I do. She then said, “I could never sell, I can’t lie.” Say WHAT!
This disturbs me, because throughout my career in sales I have made it a point to develop credibility and reliability. My customers can be assured that what I tell them is so and that I will deliver
what I promised. They won’t be surprised. Most of the sales professionals I know feel the same way we are committed to the ...
Sales
I came across an article today that I have been carrying around for a couple months. It is a review of two books on selling. The article is Titled, Selling Ice To Eskimos; April 17, 2012, The
Economist.
The writer points out (correctly) that, the profession of sales is changing. The old days of visiting with the sales executive for industry news and product information have been replaced. The
Internet is now a major conduit of information. I can learn about features and benefits online (if the firm has decided to tell me ...
Communication / Sales
Far too often many sales people are so focused on getting the deal or communicating their message that they don't hear the comment that sold the deal. Then they talk ourselves out of it.
Typically what has happened is even though they put on their consultative selling skills and asked questions and "listened", they allowed their thinking to get high jacked. They heard something and
while the buyer was talking they allowed their thinking to chase down a thread of thought. Perhaps they heard the buyer start talking about the challenges she is ...
Sales
As I drive between appointments I often get a chance to listen to radio. Personally I like the programming on NPR. Recently I was listening to ...
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