You don’t have to be an athlete to make a good mistake. Let’s say you have great technique hitting a tennis ball. You pull the racket back with the right grip, swing and the ball still hits the tape and doesn’t go over. Your coach tells you that’s a good mistake that will help your game. Just like tennis, a good mistake can help you sell. What is a good mistake? A good … [Read more...]
What If? is a Sales Question for You
Your customers have questions for you. They want to know about your product specifications, your delivery capabilities, or your proof of performance. Successful salespeople can answer these questions and customers then buy. What about the questions you should ask yourself? What if...is a very important sales question for you. What if I lose my largest customer… I once … [Read more...]
Maximize Your Time
How do you decide where to spend your time? You have lots of choices. Some choices will produce more sales and others just waste your time. Here are some questions to ask yourself to determine how to maximize your time. Spend your time to get results. Are you getting results? Many people believe networking can grow their business. Meeting with decision makers in … [Read more...]
Deal With Toxic People
You’re lucky if you go to work every day and truly enjoy the people you work with. Sometimes it’s the people at work who make your job so tough. These are people with short tempers, boundary violators, and other habits that turn people off. I call these people toxic. You must have strategies to deal with toxic people at work. Can you spot toxic people? It shouldn’t … [Read more...]
Say No to Increase Sales
Do you remember the last time your manager asked you to do something and you said yes, but really wanted to say no? The same thing might have happened when a customer made a request and you really wanted to say no. It’s hard to say no to managers, customers and friends. Sometimes you have to. Here’s how to say no to increase sales. Say no to your manager. Saying no is … [Read more...]
Great Sales Manager
You’re a new sales manager. Now what? No one wakes up in the morning determined to do poor job. But what if you don’t know any better? I’ve seen great sales managers and not so great ones. Here’s what I’ve observed in the ones that are great sales managers. Give effective instructions. Giving effective instructions is more than simply giving clear instructions to your … [Read more...]
Sales Mistakes to Avoid
Practice makes perfect, right? Wrong. You know if you’re an athlete that perfect practice makes perfect. Nothing good happens if you do the wrong things again and again. It is the same if you’re in sales. You must do the right things and avoid doing the wrong things if you want to get better and sell more now. Here are 2 sales mistakes to avoid. It's a mistake when … [Read more...]
Deception in Sales and Business
Honesty is the best policy, but unfortunately you’re not going to always find honesty in business and sales. Being able to detect deception in sales is a useful skill. Knowing who can’t be trusted or relied on is important if your goals depend on others. Here are some deceptions in sales that I've seen. Non-answers are deceptive. Working in a group presents challenges … [Read more...]
Disasters Can Help You With Selling
You may have seen the reports of destructive weather lately in the Dallas, Texas area. Over 750,000 people were without power after the storms. Trees fell on homes. People lost their lives. I live in Dallas. This storm confirmed that being prepared for a disaster makes a huge difference. Here’s what I learned dealing with a disaster and how disasters can help you with … [Read more...]
Do you have what Artificial Intelligence (AI) says for sales sales?
What does Artificial Intelligence (AI) say about sales? A lot. Some of it was obvious to anyone with sales experience. Yet the answers highlight what AI says for sales success. What does AI say are sales challenges? I asked ChatGPT a few different ways about the challenges that salespeople face and what they find difficult in selling. Here’s what ChatGPT … [Read more...]