Don't miss any clues that will help you sell. Hindsight is 20/20 may be true. It sure won’t help you make the sale you lost because you missed a clue as you were selling. Here are some clues that I’ve pulled in over the years that I don’t want you to miss when you sell. There’s a right way and a wrong way to handle problems. No one likes complainers. I … [Read more...]
There’s Still Time to Increase Your Sales and Make Your Sales goals
It’s summer time and the living is easy. Maybe it is if you are on track to make your sales goals this year. What if you’re not? Here are some actions to take to get more sales and make your sales goals this year. Focus on smaller accounts. I don’t normally recommend focusing on smaller accounts. Why? Because you work … [Read more...]
Don’t Make Yourself Crazy When You Sell
Do your decisions make you crazy when you sell? You may have noticed that sales can be a stressful occupation. You don’t know what mood a customer might be in before you present. You might have to deal with an unfair situation. It’s unfair when the brother-in-law of the buyer sells what you sell. Yet salespeople often make their own stressful situations. Here’s what you … [Read more...]
Are you making presentations, but not making sales?
Are you making presentations and not making sales? What can you do when you are making presentations, but not making sales? I recently worked with a financial advisor who was making far too many presentations and making far too few sales. We looked at a few areas to determine what was not working. Here are the areas that you can examine if you are not … [Read more...]
Do you work for a great sales manager?
Is your manager a great sales manager? Business scorecards are useful to improve performance. These scorecards set the criteria that are important to determine success in business. You may intuitively know that you work for a great sales manager. Here’s what you can evaluate if you want to be sure that you do. You’re paid … [Read more...]
What Not to Do In Sales
Here's what's not to do if you're in sales. You might have seen some magazines for both men and women where editors select fashions and put some in a category of do and others in a category of don’t. When you want to be fashion forward you have to be sure that you stay far away from any styles that appear in the don’t column. What about … [Read more...]
Millennials? Avoid Misconceptions at Work.
. Twenty somethings and thirty somethings, welcome to the world of work! Let me correct some misconceptions you might have about work before they have any negative consequences for your career and your selling. You are there to work. Some offices look more like an entertainment playground than they do a place that’s designed for people to conduct business and … [Read more...]
Group Sales Presentation? Make the Sale.
Are you prepared to deliver a group sales presentation? What’s your plan when you are part of a group making a sales presentation? You do have a plan, don’t you? Your first mistake is thinking that your presentation is just like any other individual presentation. It’s not. Here’s how you can make a successful group presentation the next … [Read more...]
New to Sales? Here’s How to Jump Start Your Selling.
What's the secret of sales success when you're new to sales? Wouldn’t it be great to learn the secrets of successful selling just as you begin your sales career? You would save the time from making mistakes and you would avoid the disappointment from your failures. Yet, it’s not realistic to expect that there are a few key secrets that make salespeople … [Read more...]
Fear Isn’t A Good Sales Strategy
Fear isn't a good sales strategy. Some people are afraid of their own shadow. They have a lot of fears if they’re in sales. They are afraid of their competitors. They’re afraid of failing. Fear is the wrong emotion to have when you sell. I want you to be able to get past fear and sell more successfully. I’m afraid if we share … [Read more...]