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...]
Strategic Selling: Protect Yourself As You Sell
Are you looking out for yourself as you sell? You may think your product is what you sell and what customers pay for. You would be only partially correct. You are part of your product. Your strategic selling covers not only how you sell your product, but all that you do to protect yourself as you sell. Be protective of your selling time. Athletes don’t let … [Read more...]
Holiday Party: Sales Opportunity or Disaster
Happy Holidays! Just make sure your company party is a success. Thanksgiving is over. What’s next for many salespeople? Holiday parties. You have a sales opportunity whether you attend your company’s party or another hosted holiday event. Think of the event as another sales call and this time, you are the product. Whether you realize it or not, you … [Read more...]
A Sales Manager’s Guide to Hold Productive Sales Meetings
Are your sales meetings productive or a time waster? I’ve been consulting at many sales meetings where sales professionals report the status of their prospects. What I hear too many times is, “This deal is going to close. Soon.” Instead of a discussion of what “soon” means and why, the sales manager accepts this report as an indication of … [Read more...]