You can only imagine the shock that was unleashed when the pundits announced the winner of the recent New York City mayoral Democratic primary. The experts had to ask, after the shock wore off, what they missed. Were they looking at the wrong data? Possibly. Were they making mistakes? Also possible. Or were they drawing the wrong conclusions from what they saw? Could … [Read more...]
The Right Words in Sales
The right tools are important to get the job done. Words are the tools of your trade in sales. Specifically, the right words in sales are the best tools of the trade. You might not realize the damage you do when you use the wrong words in sales. Your manager’s most important customers are his sales professionals. Imagine you work for a manager. Like most managers … [Read more...]
How to Handle Disagreements in Sales
Do you think all disagreements have a bad ending? They don’t have to. A good ending is especially important if you disagree with your manager or coworker. How you handle disagreements in sales will determine whether you have a good outcome or not. Here’s what you can do to handle disagreements in sales. When you disagree is important. Let’s say you’re in a sales meeting … [Read more...]
AI In Sales
Do you want more time to do the things you want to do? Then you should be using AI (artificial intelligence) for your selling. Artificial Intelligence comes in lots of different tools. You probably are using it already if you use Google to search. There is so much more you can do to streamline your selling effort when you use AI in sales. Why AI? AI gives fast answers. … [Read more...]
Help! I Just Lost a Big Sale!
No one wakes up in the morning with a plan to lose a big sale. Yet, it happens. Losing a big sale can happen even to the best salespeople. What do you do when you just lost a big sale? Here are some specific actions to take so you don’t make a bad situation worse. Delay is not a good thing. Some sales managers are pretty hands off. Others are the other extreme and … [Read more...]
Unforced Errors in Selling
The losers in close, professional sports competitions usually have more unforced errors than their opponents. Even the experts make mistakes! Top performers need every advantage to win. You need every advantage in selling, too. These are some unforced errors in selling that you should avoid. Thinking schmoozing is selling is an unforced error. Yes, selling is not like … [Read more...]
Talk is Not Cheap: The Right Words for Sales
You’ve probably heard the expression “talk is cheap.” That expression does not apply to sales. What you say during a sales call can have a huge impact on whether you make a sale--- or not. Are you saying the right words for sales? Are you pronouncing the right words for sales? Imagine you are in a financial discussion with a buyer. You begin the conversation with … [Read more...]
Working With Disorganized People
You will at some point have to work with disorganized people. Do not choose to work with them if you have a choice. Working with disorganized people will be a challenge. Here’s what you can do to minimize the challenge. Learn to say no to disorganized people. You can say no when disorganized people call. You say no by not picking up the phone when they call. They can … [Read more...]
Problem Customers:
Spot Them and Minimize Their Power In a perfect sales world all your customers are loyal, purchase frequently, are profitable, and refer others to you. There’s no such thing as a perfect sales world. Instead, there are problem customers whose actions cause you stress and lost business. You can spot them and minimize their power over your business. Who are your … [Read more...]
Time For a Reality Check
Have you ever heard people say “Woulda, coulda, shoulda…” as a response to something they wished never happened? You certainly don’t want to be the one saying that in December when you miss your sales goals. Now is time for a reality check before the year moves too far along. Time for a reality check of people you work with. Sales is a job that requires the inputs of … [Read more...]