One of selling’s great frustrations is when prospects ghost you. You probably know what I mean. You have productive meetings with prospects. Your sales process is moving forward. You go from meeting to demo to what you think is the deal. Then nothing. Your prospect is ghosting you. What can you do so you don’t get ghosted by prospects? Face it. Your sales process is flawed … [Read more...]
Fix Your Sales Problem: Why Your Sales Team Isn’t Selling
Recognizing you have a problem is the first step to fix it. The sales problem you may have is your sales team not making its sales goals. Start with examining these areas to fix your sales problem. A sales problem starts when you haven’t provided a sales process. I just heard about a salesperson who is finally selling. Why? Management just observed that she … [Read more...]
Anger & Selling: How to Manage Anger and Keep Selling
How would you feel in this situation? Someone you knew greets you after your vacation and says, “Looks like you’ve put on a few pounds.” You might be initially stunned by this thoughtless and tactless comment. What follows might be anger. Your customers or peers might not tell you you’re fat, but something else might get you angry in sales. Here’s how to manage your anger and … [Read more...]
Sales Vision:
What to Look for to Avoid Losing Customers You may have heard hindsight is 20/20. In sales you don’t have the luxury of hindsight. Most probably when you look back on your sales history it’s to wonder how you lost a piece of business. Having sales vision helps you avoid losing customers instead of looking back. Here’s what you should look for with your sales … [Read more...]
Prospecting on the Telephone: Reach Prospects!
You may still be limiting your face-to-face calls because of Covid. Prospecting on the telephone is an essential part of selling even without the pandemic. Here are a few strategies to get through and reach your prospect to get the meeting or make the sale. Get to your prospect when prospecting on the telephone. They’re called gatekeepers for a reason. Their job is to … [Read more...]
Sales Manager Problems: Why is this person on my sales team?
What do you do when a member of your sales team misses a sales objective…again? You might scratch your head in disbelief. Perhaps you thought, “Why is this person even on my sales team?” Here are some strategies for you to avoid these sales manager problems. They don’t take risks. Selling is a job that requires risk taking. You call on customers without certainty they … [Read more...]
Sell On The Telephone: 3 Rules to Follow
You probably wish that call screening didn’t exist today. Without screening a prospect would be more likely to pick up the phone. Stop wishing. Instead, practice these 3 rules to sell more on the telephone. 1. Less is more when you sell on the telephone. Each second—yes second—is precious. Don’t waste them! Each word you say should make your prospect to want to hear … [Read more...]
Intangibles: Sell Differently to Sell More
When’s the last time you heard someone say, ““I’m in the mood to go and buy insurance.” Never? You are far more likely to hear “I want a new iPhone” or “I’m tired of this car breaking down. I need a new car.” It is different to sell intangibles. Here are a few points to consider to sell more intangibles. Provide a way to evaluate your sale to sell intangibles. Help … [Read more...]
Luckier Salespeople Understand the Buying Process
The Roman philosopher Seneca said, “Luck is what happens when preparation meets opportunity.” I say that you make your own luck. That is a very true statement for sales. Luckier salespeople understand the buying process. They are more likely to make more sales, too. Do more qualifying. Before a face-to-face meeting, determine general information about your ideal … [Read more...]
Problem Solving 101: Make Decisions Easier
Problem solving and making good decisions are the foundation of selling. You’ve got to decide who your prospects should be, how to navigate customer politics, deliver price increases and on and on. Deciding isn’t easy. Here are some thoughts to make decisions easier. Ideally, your problem solving decisions will be better ones as well. Make decisions easier by getting past … [Read more...]