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 »
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 »
“I can’t ask that!” “We can’t say that!” “They will never tell us that.” We have heard it all. So many salespeople and sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects and customers. All the things they can’t ask. All the things they can’t say. And it
Every once in-a-while we feel the need to nitpick. This is one of those times. Listed below are twenty-one phrases often used in sales. On the surface they are harmless. Below the surface (where it counts) they could cost you deals. The small things matter . . . and most of the time . .
21 Bad Sales Phrases: Most of them Kill Deals Read More »
5 Times You are Acting too Nice in sales Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of
If we had a nickel for every time someone said to us, “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”, we’d have a stack up to the ceiling. It’s pretty sad. Scenario: You’ve got a prospect or current
If you Say You’re Gonna do it, do it! Read More »
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 »
Some sales professionals work their butts off. Some manage their time very well. Some prospect for new business consistently. When allowed, some get out & visit customers. Some take risks & ask the tough questions. Some prospect for appointments. Some travel & spend time away from their families all for the good of the company.
10 Reasons why Sales Takes Work! Read More »
When was the last time your prospect said, “We’ll probably go with you”? How many times have you heard, “There is a good possibility we will give you the business”? Ever hear, “Your solution looks good”? Things like this sound pretty good, right? Frank the fictitious salesperson hears this & runs back to his office
Wishy-Washy Words Don’t Take You to the Bank Read More »