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...]
How Are Your Customers Judging You?
Bathrooms are often the first stop that passengers make at an airport. Clean, uncrowded bathrooms that are easy to find are a huge factor in how well-liked an airport is. What’s even more important is that the bathroom cleanliness impacts whether travelers will purchase food or shop at airport stores. Travelers’ satisfaction with bathrooms predicts sales … [Read more...]
NO is An Important Word in Selling
No and yes are important words that impact your selling. Prospects say no when they don’t want to buy. That’s a no in selling to avoid. Other times you need to tell yourself no when a prospect is unlikely to buy. Here’s how you can get both the yeses you want, the noes to avoid and the noes you need to sell more. No Budget is often an important no in selling. Too … [Read more...]
Sales Interview: Your Next Sale Is Your Job
At some point in your career I’ll bet you will be interviewing for a sales position. Recently a client asked me to interview candidates for a sales position. Some of the candidates’ performance was surprising. Some made some basic mistakes and others didn’t do all they could for the best consideration. Here are some tactics for your job interview the next time you’re looking … [Read more...]
Anticipate Problems and Save Time in Sales
What strategy do you use to save time? Maybe you avoid multi-tasking or you automate certain functions. I have another way. Anticipate problems. Here’s how you can save time in sales and also lower your blood pressure. How do you anticipate problems? You can save a lot of time in sales (and lower your blood pressure) when you avoid problems. Think about a time, after an … [Read more...]
Zoom for Sales Meetings, Meetings and Productivity
You’ve probably attended more than just a few Zoom sales meetings these past few Covid years. I’m one of the people who love Zoom for its productivity. There are some people who aren’t getting the dos and don’ts of Zoom meetings whether they meet for sales, training, or customer service. Be ready to join Zoom sales meetings early. Do you log on at 9:59 am if a Zoom … [Read more...]
Little Things in Sales Strategy Give Big Differences in Sales Results
Legendary Basketball Coach, John Wooden said, “It's the little details that are vital. Little things make big things happen.” In sales, the little things make big sales happen. Here are a few little things that you can implement in your sales strategy to produce big differences in your sales results. Incorporate your customer’s emotions in your sales strategy. Some … [Read more...]
Let’s keep Selling Simple This Year
You are probably Covided out. It’s exhausting keeping up with the reports on the ever changing restrictions and recommendations. Hopefully you, your friends or your family haven’t gotten sick and if you have it was with mild symptoms. Either way, right now you might be craving some simplicity in your life. I know I welcome keeping selling simple this year and especially … [Read more...]
Incorporate Gratitude Into Your Selling
Want to be more successful? Learn to incorporate gratitude in your life and selling. It’s not my idea that gratitude is a good idea for sales and business. There are many studies and they support an association between gratitude and an individual's well-being. So how can you incorporate gratitude into your selling? Here are a few ideas. Say thank you. This is something that … [Read more...]