How much easier would your selling be if you could partner with another great sales professional and sell? In sales, two heads are better than one. That second head just might be your sales manager. If you want to tap into another great selling resource, put your sales manager to work. Make sales calls. Are you always making sales calls by yourself? Now is the time to … [Read more...]
Archives for 2014
Smart Things Salespeople Do
A salesperson who tells a customer he doesn’t need to know the answer to his question is doing something stupid. Successful salespeople say and do smart things. Here are a just a few of the smart things they do. They learn what successful salespeople do. You may not know who Dan Ammann is. He’s the new General Motors Co. President. He’s made some strategic changes that have … [Read more...]
Sales Call Strategy and CEO Mistakes to Avoid- August 2014
-Monthly Selling Newsletter with Ideas to Sell More Now- August-2014 Selling Quote for the Month “In every block of marble I see a statue as plain as though it stood before me, shaped and perfect in attitude and action. I have only to hew away the rough walls that imprison the lovely … [Read more...]
Confusing customers loses sales
Is Customer Confusion Costing You Sales? You confuse ‘em, you lose ‘em. That’s what a great direct marketer Paul Goldberg once said. It’s the same for sales. You certainly wouldn’t confuse your customers intentionally. But what about when you don’t know that you’re creating confusion? I recently needed to purchase a certified letter for a business document I … [Read more...]
Sell With Enthusiasm and What Customers Really Think- September 2014
-Monthly Selling Newsletter with Ideas to Sell More Now- September-2014 Selling Quote for the Month “The great accomplishments of man have resulted from the transmission of ideas of enthusiasm.” -Thomas J. Watson, CEO IBM For Salespeople... Do you sell with enthusiasm? It starts … [Read more...]
Prospecting and Are you afraid of Sales?- October 2014
-Monthly Selling Newsletter with Ideas to Sell More Now- October-2014 Selling Quote for the Month “Give ‘em what they never knew they wanted.” - Diana Vreeland, Former Vogue editor For Salespeople... Have you noticed that sometimes your prospects don’t know what they don’t know? You'll especially see that time when they don’t … [Read more...]
Do you work for free when you sell?
I recently wrote a column on customers who want you to work for free. I never fault anyone for asking. I do blame salespeople who get intimidated and do things they don't want to do and aren't strategic for their selling. These sales people are sometimes afraid to tell a customer or prospect no. Sometimes they don't know how to or when to move on. As I wrote in the column, … [Read more...]
Women who sell need to manage their manager
I recently got a call from a female sales professional. She had been working for her sales manager for 7 weeks. I had a meeting scheduled with her male sales manager. She was calling to reschedule the appointment for him. Why was she calling when my appointment was with her manager? Her manager asked her to. It seemed odd to me that she was asked to do this. I thought it was … [Read more...]
What consultive selling questions do you ask to sell?
Are you wondering what consultive selling questions you can ask to sell? I have a consultive selling process that I teach that shows you how to learn about your customer, uncover business problems he cares about and motivate him to buy. Here's the process. It’s as simple as A,B,C and D. Consultative selling starts with what you know ABOUT (A) your customer. Rather than … [Read more...]
Small talk helps negotiations if you are male
Who knew? What women do so easily (make small talk) will get better results in negotiation. But, only if you're male. If you read the study it says that women don't benefit as much as men do with the small talk. Why? It seems that men are inherently less "communal" so the chit chat helps them be perceived more positively so they get better results with negotations. Here's … [Read more...]