It is interesting what you talk about when clients call for “Help Desk” Sales Coaching (as we refer to it). Talked to Gary, a client-turned-friend, a few days ago, he had a zinger. A great idea that could help everyone reading this blog. Now, no need to stop reading because Gary happens to be in
Don’t Be “That Guy or Gal” Read More »
This is one of our favorite blogs. Yes, it has been recycled a few times. No problem there. Ask most of our clients and they will tell you that prospecting is the most important part of sales and worthy of a repeat. It is definitely the least “liked” part of sales. And like Iverson and
Prospecting? Why we talkin’ ‘bout prospecting? Read More »
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 and practically said, take my money, we need help! Since we are in October, you probably had your lay down already this year. If so, congrats!
Sales is a Game of Inches Read More »
Saleswomen out there, when was the last time you watched a Jim Carey or Adam Sandler movie because your husband “convinced” you that it would be good? Guys, when was the last time you watched The Real Housewives of Beverly Hills because your girlfriend said it was quality TV? How about . . . never?
5 Reasons Convincing Does not Work in Sales Read More »
Why do people enter into the sales profession? We have heard quite a few answers: Real answers from real people in real sales jobs. Hang out with salespeople for long enough and you will learn that these are common reasons early in sales careers. Keep hanging out with them and you will learn that these
10 Things I Wish I had Known Before Getting into Sales Read More »
It is no mystery that our job in sales is to find problems: Uncover the PAIN. Get to the real issues. Dig deep and get to the root of things. This requires communication (questioning) skills. Questioning skills that allow us to have conversations about business problems. Again, business problems. Most prospects don’t pay money to
Don’t Want to Upset a Prospect? Join the Peace Corps Read More »
Sales is hard enough on its own. Prospecting. Rejection. Scheduling appointments. Researching the prospect. Understanding the competitive landscape. Knowing your prospects PAIN points. Uncovering budgets and spending patterns. Manipulating the decision-making process. A pretty tough game. There is no need to make it even harder by saying stupid things. But, some salespeople do. Oh, do
Drop the Sales Jargon: 10 Ways You Are Sounding Like Every Other Salesperson Read More »
Negotiation. One of the worst occupational hazards of the sales profession. Most will say: Not fun. Nobody ever looks forward to it. We want it to end up a win-win for both sides (but does it ever really turn out that way?). It is inevitable. Inevitable? Does it have to be? Hmm. Hear me out.
Not Another Negotiation! Read More »
As people (in our personal life), being agreeable with others (friends, family members, etc.) is a fine quality. A quality that rarely (if ever) will get you in trouble. There is no harm in being a “great guy” or a “very understanding woman.” In our personal life. As employees (in our business/work life), with management,
Where is the Value in Always Agreeing with Everything Your Prospects/Customers Say? Read More »
Hang on: Explanation coming. Think of yourself or your Sales Team (on sales calls, on the phone, on e-mail, while prospecting, during follow-up, dealing with customer issues, and on and on and on . . .) What are they doing? What are they saying? How are they acting? In June of 2026 you likely have
When Salespeople Do What Everyone Else Does they Reduce their Product to a Commodity Read More »