"After the game is before the game." - Sepp Herberger, Manager of the '54 FIFA World Cup Soccer winners For Salespeople... When does your selling start? Your sales preparation should start well before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here … [Read more...]
Archives for January 2015
4 Ideas for Strategic Selling
I often say that my goal is to create lazy salespeople. It’s not what you think. I believe that salespeople should do less and sell more. They should require less effort to reach ideal prospects who are more likely to buy. They should have shorter sales cycles because their strategic selling includes a questioning strategy that guides a customer to realize there is a need, it’s … [Read more...]
Will your sales goals lead to your best year yet?
It’s time to start working on your sales goals this year. Have you set your goals yet? If you haven’t, why not set some goals that really propel you to succeed? This could be your best sales year. Set them right. Too many times goals are forgotten almost as quickly as the time it takes to write them. Why? Either they’re too big, too irrelevant, or too difficult. Let this year … [Read more...]
2nd Chances to Sell More
Sales Quote “I got it right the second time.” -Anonymous husband on his second marriage For Salespeople... Just like the guy whose first marriage didn’t work, you have a second chance to make things better. The new year serves that purpose in sales. Now is the time to think about what you’re going to do differently so you get better sales results. The one thing for … [Read more...]
Sales Shortcuts to Start Your Selling Year
It’s been attributed to Einstein that he said the equivalent of “Everything should be as simple as possible, but not simpler.” That sounds like a shortcut to me. Here are some sales shortcuts for the new year so you can start your selling year off right and sell more. Learn how a prospect will buy. One of the most important questions to ask your prospects is how they’re going … [Read more...]
A Better Way to Plan Your Selling This Year
What is your plan to start the year off right? Now it is time to start selling. Here's a better way to start your selling this year. Where is your plan? Think of the start of the year as beginning your sales journey. You need a map to guide you along the way. That map is your list of prospects or who are the sources of your new business. Write down all your prospects along … [Read more...]