You may find that your selling often involves the delicate task of modifying your prospect’s thinking and behavior. He may think that there’s little reason to buy from you now. You might be thinking the exact opposite because you know your work would improve his situation, reduce a cost, avoid a cost or increase revenue. So how do you change his mind? You sell. Understand what … [Read more...]
LinkedIn For Sales
You may be looking for the silver bullet for prospecting success. I don’t have it. Yet, LinkedIn is a promising tool that you should consider. It might not be the silver bullet you are hoping for, but it just might make your prospecting easier. Seek and you shall find. Here’s how I recommend you start using LinkedIn to find your qualified leads. Do a search by either company … [Read more...]
Google, Misinformation and Sales
Did you read the memo? Yes, that memo. It’s the one that James Damore wrote that got him fired from Google. I did. I seriously disagree with Google’s firing of Mr. Damore. Yet, Damore’s varied statements as reported did seem inflammatory and cause for disciplinary action. The only problem is that once you read what he did write, you come to a very different conclusion. You … [Read more...]
Look at Your Selling With a Fresh Pair of Eyes
Do you remember that feeling of starting fresh when you headed back to school? This is the perfect time to revisit that attitude for sales even if you are not off to school. Why not take a fresh look at your selling? Take another look at your ideal prospect. Your ideal prospects should change as you gain more expertise and the market changes. What might have seemed like the … [Read more...]
Selling an Intangible
You might have noticed that it’s easier to sell a tangible (one you can touch) item than it is to sell an intangible (one you can't.) I’ve never heard someone wake up in the morning and say, “I’m in the mood to go and buy insurance today” unless they just experienced major damage to their home. You do hear people say, “I’m in the mood for ice cream” or “I want a new iPhone” or … [Read more...]
Sales Checklist for Summer
Have you noticed how many customers and prospects are on vacation? The summer tends to be a quiet time for some salespeople. You can use the quiet to your advantage if your business slows down during summer. It’s time to think about your selling. Thinking is so undervalued in sales strategy. When things are quiet it’s the perfect time to do a little thinking about your selling. … [Read more...]
Can You Sell Value Instead of Price?
There are two mindsets when you sell. Either you sell on price or you sell on value. You should have the lowest price if you’re going to sell on price. Just be prepared to lower your price if a competitor matches your low price. Selling value is more difficult, but the benefit is that you are less vulnerable to losing your business. Does your customer understand … [Read more...]
Are You a Confident Salesperson?
Every successful sale starts with a confident salesperson. Here’s what you can do to become more confident when you sell. It's a skill. Why do I think confidence is a skill? Because you can learn to be confident. It is also an important skill for selling. You can sell without confidence, but it will be much harder to do and it will take you longer. Imagine making a … [Read more...]
Sales Strategy: Make it Easier to Buy and Sell
Part of your sales strategy should include making it easier to buy your products. What you do can make it easier for a buyer to make a purchasing decision. But, why leave your sales success in your buyer’s control? You can also make it easier to sell. Try before you buy. There are many customers who are afraid that if they buy your product or service that it might not work. … [Read more...]
Why Isn’t Your Sale Closing?
All too often salespeople find themselves in that never never land of their sales not closing. They may be so close to the situation that they don’t realize why their sales are not moving forward. See if you are doing any of the following because that’s why your sales aren’t closing. What did the customer say or do? In many companies there are weekly sales meetings. Sales … [Read more...]