You’ve worked hard all year. Are you thinking about sales this holiday season? It’s really too late to think about making this year’s sales goals unless you are in the midst of negotiating a deal that is likely to close. Instead of working on selling, why don’t you take a little time for a sales holiday? During your sales holiday you will think about your selling. Here’s what … [Read more...]
Archives for 2017
‘Tis the Season to Be Charming (Or at least the holiday party)
I’ve seen it so many times. Careers are made and lost year after year at holiday parties. Do you want to be the one selected for the next promotion? You can be. It’s up to you to be charming at your business holiday party. Have the right focus. You may have experienced this at a previous business function. You are talking with someone you just met. There are many groups of … [Read more...]
Some Wrong Ideas About Selling
I had a recent conversation with a CEO about sales. He was commenting on some of the materials he was reading about selling. Imagine my surprise when he said that one of the articles instructed salespeople to make more sales calls to close business so that they were lengthening their sales cycle. Don’t try to close business in the first sales call. Instead, focus on building … [Read more...]
Sales Skill: Think about your selling
I often say that the lesser known sales skill is thinking. What you think about your selling is often a predictor of whether or not you will be successful at selling. Here are some thoughts that will help you sell or derail your success. What type of buyer am I working with? Your job in sales can be more or less difficult depending on your prospect’s perspective of how risky … [Read more...]
Sales Goals and Removing the Obstacles In Your Way
Salespeople without goals are often the least successful salespeople in their group. Here’s the type of thinking you need to be sure that you can take advantage of the opportunities that come your way and for you to sell more. What do you want long term? You can’t make a plan without a goal. Your goals tell you which direction to head and often determine the choices you … [Read more...]
Can Your Customers Help You Sell?
You can make your selling easier. One of the ways you can do it is by getting your customers to help you sell. Here are some strategies that you can implement while you sell so you get some more help from your customers. Explain your sales process. How would you respond to a customer who had a problem and didn’t come to you so that you could address it? I’ll bet you would be … [Read more...]
Changing A Prospect’s Mind Is What Selling Is All About
You may find that your selling often involves the delicate task of modifying your prospect’s thinking and behavior. He may think that there’s little reason to buy from you now. You might be thinking the exact opposite because you know your work would improve his situation, reduce a cost, avoid a cost or increase revenue. So how do you change his mind? You sell. Understand what … [Read more...]
LinkedIn For Sales
You may be looking for the silver bullet for prospecting success. I don’t have it. Yet, LinkedIn is a promising tool that you should consider. It might not be the silver bullet you are hoping for, but it just might make your prospecting easier. Seek and you shall find. Here’s how I recommend you start using LinkedIn to find your qualified leads. Do a search by either company … [Read more...]
Google, Misinformation and Sales
Did you read the memo? Yes, that memo. It’s the one that James Damore wrote that got him fired from Google. I did. I seriously disagree with Google’s firing of Mr. Damore. Yet, Damore’s varied statements as reported did seem inflammatory and cause for disciplinary action. The only problem is that once you read what he did write, you come to a very different conclusion. You … [Read more...]
Look at Your Selling With a Fresh Pair of Eyes
Do you remember that feeling of starting fresh when you headed back to school? This is the perfect time to revisit that attitude for sales even if you are not off to school. Why not take a fresh look at your selling? Take another look at your ideal prospect. Your ideal prospects should change as you gain more expertise and the market changes. What might have seemed like the … [Read more...]