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
Where Will Your Next New Customer Come From? Read More »
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
The New P. D. C. (not Parts Distribution Center) Read More »
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 Say You’re Gonna do it, do it! Read More »
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:
Uncovering Budgets: Having the Money Conversation Read More »
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
Take the Summer Off? You’re not Hockey Players Read More »
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
Referral Business: Easiest to Win – Hardest to Ask For Read More »
As a sales coach you can imagine the number of times I have heard a VP of Sales say to me “We need help closing more business.” Or a Director of Sales ask, “Can you help us with our closing?” It’s common. After spending a few minutes with these people it’s clear that they don’t
Closing Problem? Doubt it. Look at Your Opening Read More »
“Don’t Want to Upset a Prospect? Join the Peace Corps.” Our job in sales is to find problems. Our products & service solve them. We need to find them. Last time I checked finding problems requires us to ask questions. Most salespeople ask the basic questions – the questions that need to be asked (technically).
Don’t Want to Upset a Prospect? Join the Peace Corps. Read More »
It’s the Holidays. . . Companies Don’t Want to See Me Let Alone Buy from Me It’s that time of year again. People have been asking for it so here goes… It’s December of 2013 & even though it hurts me to ask… I have to: Do you know salespeople & companies that start to
7 Reasons to Keep Prospecting for New Clients During the Holidays Read More »
On This First Day of School the Sales Coach Asks: Why in the World Would You Educate Your Prospect to Buy From Your Competitor? You do it! It’s true and you know it! Be honest – it happens all the time. When was the last time you gave your prospect (or current client) all the information
Why Would You Educate Your Prospect to Buy From Your Competitor? Read More »