It's not how hard you work in sales that counts. It's the results you deliver. The salespeople I work with sometimes tell me how well they are doing. There’s only one problem. They’re not doing all that well. Why? They are the ones who think they’re doing well. Here’s what I tell sales managers to use as they gauge their salespeople’s … [Read more...]
Anxiety and Sales
You can avoid creating anxiety when you sell. Today it seems that anxiety is a part of today’s selling and business. You may be afraid of losing your job. Maybe your customers are not making purchases and that’s starting to be a concern. Perhaps your customers are buying much less from you than before and there’s nothing you can do to change that. All these situations –and … [Read more...]
Plan Strategically: Get More Done Now That You Have a Lot of Time
You can get more done when you plan strategically. You can get more done at work. A friend recently commented, “You are so involved in so many things. How do you get so much done?” I had never really thought about how busy I am and how much I get done. Doing things makes me happy and the thought of nothing to do terrifies me. It’s not that I don’t like being along. One of … [Read more...]
Selling is Different: Selling During Coronavirus Quarantines
Selling is different now for both you and your customers. I think it’s safe to say, whether you are new to sales or a road warrior, that selling during coronavirus quarantines is one of the biggest challenges you are facing in your selling career. The challenge now isn’t about a new and stronger competitor. You aren’t facing a problem of your own creation. You and almost … [Read more...]
Things You Can Do During Coronavirus Quarantine
Be safe and take care of yourself during these challenging times. Are you bored stiff yet? Or are you working feverishly to stay afloat? Salespeople are in a slightly different position with what we can do and work since we have some control over our actions. Hopefully your company is in a strong enough position to survive this unique crisis. Here are some things you can … [Read more...]
Work with a Snake (The Human Kind)
Working with a snake requires your vigilance and action. Don’t be shocked the next time someone you work with says something nasty about you. You might hear it in front of other people who are important to you. You might learn about what was said behind your back. Don’t be surprised. Why shouldn’t you be? You missed some very important … [Read more...]
Edward De Bono: Sales Questions for Better Sales Results
How can 6 Thinking Hats help you have better sales results? You may not know Dr. Edward De Bono and how he relates to sales questions. He’s the designer of the 6 Thinking Hats process. This process helps groups and individuals create better solutions for problem solving. Sounds like something that would be helpful for sales? It is. Use it to ask better sales questions. … [Read more...]
Think Like a Customer
Do you think like a customer? You will sell more. Many salespeople think they know why a customer should buy. After all, they know their products and services and can tell you any number of reasons why a customer should buy. So why does a prospect not buy? It’s because salespeople don't think like a customer. They have their … [Read more...]
The Efficient Salesperson: Smart Selling
Think of how and what you can do less of to get more efficient results in sales. Have you thought about how you can work less? Some might think that’s being lazy. I prefer to think of it as being efficient. My goal is for all salespeople to do the least and get the most. That’s what I call smart selling and being an efficient salesperson. Here’s what you can do to sell … [Read more...]
New Year’s Sales Considerations
Instead of New Year's Resolutions, why not have some New Year's Considerations? According to U.S. News & World Report, 80 percent of New Year's resolutions fail by February. I think I know why. People set some unrealistic, overly drastic goals that have little chance of being kept. You might be leaning to making some dramatically … [Read more...]