Sales Superstars & What They Do for Success I’ve written before about how to identify successful salespeople so managers don’t get “sold” by salespeople who are really under performers. But monitoring sales numbers isn’t the same thing as knowing what salespeople do to become a sales success. Here are 3 ideas for you to become successful in sales. 1. They work … [Read more...]
Sell more with your brain and less with your mouth.
The More Important Sales Skill is Thinking What does it mean to sell more with your brain and less with your mouth? Most salespeople think that talking is the most important sales skill. They are wrong. Thinking is the more important sales skill. Thinking is important well before you get in front of the prospect or customer, whether by telephone, computer, or … [Read more...]
Prevent Sales Losses: 3 Strategies to Use
You can make competitors work harder and prevent sales losses. You’ve worked hard to close the deal. Now you have new business. It’s business you want to keep for a long time. Too many salespeople think the sale is over when the customer agrees to buy. Your sale is not over. More sales work continues if you want to keep your business and prevent sales losses. Continue … [Read more...]
Regret & Sales: Don’t Let It Stop Your Sales
Have you ever done something in business or sales that you later regretted? Maybe you said something. Perhaps it was something you did or didn’t do. I’m sure you have. We all have. What you do after that regret will determine whether you move along and are productive in sales. Regret is something we all experience. Regret doesn’t have to stop your sales. Here’s my sales … [Read more...]
Negotiating Mistakes Sales Professionals Can Avoid
Does it surprise you when you learn that experienced professionals make mistakes? You would think that they would know better, but it happens. Sometimes people forget what they know. Here are some of the negotiating mistakes I’ve seen experienced sales professionals make. Be sure you aren’t making the same mistakes when you negotiate when you sell. Negotiating Mistake #1. … [Read more...]
Tough Love for Sales Success: Are You Successful?
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 success. You can use the same criteria to judge how you explain your own … [Read more...]
Anxiety and Sales
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 more--can make someone anxious. Here is some … [Read more...]
Plan Strategically: Get More Done Now That You Have a Lot of Time
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 my passions is reading. It’s more that I enjoy a … [Read more...]
Selling is Different: Selling During Coronavirus Quarantines
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 everyone else are faced with a dangerous health issue while … [Read more...]
Things You Can Do During Coronavirus Quarantine
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 do now during the coronavirus quarantine and still stay safe. 1. … [Read more...]