How many times have you said to yourself, “I need more time”, “There’s just not enough time in the day”, “I don’t have time to hunt for new business”? How many times has your manager or director come down on you because you were late on delivering a project, report, or anything else she asked […]
Those Two Dirty Words Read More »
We all have that perfect salesperson in our company. “That guy”. The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this guy
There’s not a salesperson or sales manager reading this blog that will ever admit that they give the impression that they are an amateur in sales, as opposed to a professional salesperson. Not a chance. But some of you do. Amateur: a person who goes from place to place hoping to make a sale. Professional
OK, we’re a week into 2020. You’ve had enough time to settle in. You’re grinding. Business as usual. Here are 3 questions for you: How “usual” will things be this year? Better yet, what’s going to be different this year? More specifically: What will you do this year to take your sales to the next
It’s 2020. What’s Going to be Different this Year? Read More »
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
Rejection in Sales: Goes with the Territory Read More »
Ever miss out on a deal because you had too much charisma? Doubt it. A better question would be, ever miss out on a deal because you lacked charisma? Much more likely. What is Charisma? Charisma is the ability to influence others positively by connecting with them physically, emotionally or intellectually. It can only be
Can You Have Too Much Charisma? Read More »
Ever get the feeling that the work you do (quotes, proposals, presentations, etc.) is a giant lesson in futility and a big waste of time? You think to yourself, “Why am I doing this, we aren’t going to get this business anyway?” This would be one of those times when you should trust your gut.
Do You Quote & Hope? 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 »
There! I said it. Owners of Companies, Presidents, VPs of Sales & Sales Managers … HEAR THIS… You can’t Motivate Anyone! C A N ‘ T. Stop trying to motivate your sales people – doesn’t work. It’s no use. Salespeople have to want it for themselves. You can’t give it to them, no matter how hard
Motivation Does Not Work! Read More »