Were you one of the 3.4 million viewers of the Coco Gauff/ Aryna Sabalenka US Open Tennis Finals? (That was 1 million more than the men’s finals.) It was an incredible match after Gauff lost the first set 6-2. It appeared that Sabalenka would make a quick finish of Gauff or “one way traffic” as Brad Gilbert would say. Instead the match became a thrilling match up of skill, … [Read more...]
Use the Telephone to Sell
Pandemic or not, you have to make sales. The telephone, especially now, might be your best tool to sell and reach new customers. It’s not so easy to sell on the telephone. Then again, neither is selling face-to-face. Here’s what you can do to make it easier when you use the telephone to sell. It’s all in the execution to use the telephone to sell. How you speak is a … [Read more...]
3 Ideas to Become a Sales Success
Sales Superstars & What They Do for Success I’ve written before about how to identify successful salespeople so managers don’t get “sold” by salespeople who are really under performers. But monitoring sales numbers isn’t the same thing as knowing what salespeople do to become a sales success. Here are 3 ideas for you to become successful in sales. 1. They work … [Read more...]
Hire A Low Maintenance Salesperson
You are in trouble if you hire a salesperson and his first day is his best day. You have been sold. Don’t be surprised. Selling is what salespeople are supposed to do! Here’s how to avoid being sold a low performing salesperson when what you want to buy is a successful sales professional. Learn from the references. The best indication of … [Read more...]
‘Tis the Season to Be Charming (Or at least the holiday party)
I’ve seen it so many times. Careers are made and lost year after year at holiday parties. Do you want to be the one selected for the next promotion? You can be. It’s up to you to be charming at your business holiday party. Have the right focus. You may have experienced this at a previous business function. You are talking with someone you just met. There are many groups of … [Read more...]
Sales Skill: Think about your selling
I often say that the lesser known sales skill is thinking. What you think about your selling is often a predictor of whether or not you will be successful at selling. Here are some thoughts that will help you sell or derail your success. What type of buyer am I working with? Your job in sales can be more or less difficult depending on your prospect’s perspective of how risky … [Read more...]
Sell Yourself At Work
What is your most important sale? It’s not one of your existing customers. It’s you. Even a slightly higher salary will compound upon itself over the years when you get raises at work. So a lower salary hurts you a lot. Now do you see why you are your most important customer? You need to sell yourself at work. Don’t be modest when you sell yourself. Some people think that … [Read more...]
Small talk helps negotiations if you are male
Who knew? What women do so easily (make small talk) will get better results in negotiation. But, only if you're male. If you read the study it says that women don't benefit as much as men do with the small talk. Why? It seems that men are inherently less "communal" so the chit chat helps them be perceived more positively so they get better results with negotations. Here's … [Read more...]
27 Key Sales Performance Drivers
In a recent AchieveGlobal report they identified 27 Key sales performance drivers. How many do you think you have mastered? This is a good topic for your next sales meeting. Your sales team can discuss how to develop more of these sales performance drivers. If successful salespeople master these sales performance drivers, you should be more successful if you do, too. Key … [Read more...]
2 Important Rules for Your Selling Success
Here are a few rules for you to shorten your sales cycle and ensure your selling success. Here’s how you can make more money in sales. Rule #1. Have a plan for every sales call. How will you know your sales call is a success? It’s not when you feel like it was a great call. It’s only when you’ve left the call with more than you had when you went in. That … [Read more...]