Do you want to easily improve your sales results? Why not consider how you prepare for your sale calls? There are a few things to consider that will not only make you less stressed for the meeting, but will also make you more successful, too. Who is in charge? It’s your job to control the sales conversation. That does not mean that you do most or all of the talking. In fact, … [Read more...]
Getting Value Right
One of the best ways to keep your prices high and still keep your customers is to offer more value than the cost of your products. But value is one of those grey areas that means different things to different people. How do you know what value to offer? How do you know what your value is? Here are some ways to find out. It’s only value if your customer thinks it’s value. You … [Read more...]
Sales Principles to Consider
Mathematics and science are based on certain fundamentals. Gravity exists and exerts forces on all of us. Light travels at a certain speed and in theory nothing can go faster than it. What about sales? There are some sales principles that you might not think about, but you should consider. They will help you sell more. Sales principle 1. Your customer is always more important … [Read more...]
Questions Make Sales For You
You don’t need a fortune teller to see the future and help you sell. All you need to do is to ask your prospects and customers the questions that make sales for you. Which would those be? The ones that get you the information that you need to sell. Here are a few questions that work and why. Pain often motivates and uncovers real needs. Do you think your customers love … [Read more...]
Sales Obstacles to Avoid
Sales success depends on getting customers to buy and often getting those you work with to support you in your sales process. You need operations, accounting and so many other departments to serve your customers effectively. You might not realize that some people are really obstacles to your success. Here are a few types to be wary of. “I’m right because I am.” 1. Beware of … [Read more...]
Lose Like Mikaela Shiffrin
You might think that a sales professional is very different than an Olympic athlete. I think we have a lot to learn from these exceptional athletes, especially when we lose a deal. Do you think Mikaela Shiffrin was prepared for the Olympics? I think so. Yet she came in fourth for the slalom which was considered her best event. I know being fourth in the world isn’t exactly the … [Read more...]
Why Not Have Your Best Sales Year Yet?
At the end of every year you get to look back at your year and how well you did. Here are the rules that I practice to have a successful sales year. Why don’t you try them so you can have your best sales year yet? Rule #1. I will set valid sales call objectives for each sales call. You will certainly not have your best year yet if you make a sales call and tell your customer … [Read more...]
No More Useless New Year’s Resolutions
New Year's resolutions are worthless without the actions to take to achieve the goals. Become the top salesperson? Double your sales? Lose 10 pounds? The first two I can help you with since I write about sales. Even weight loss is about the actions you need to take. Why not this year focus on actually doing these actions so you can have a successful selling year? Here’s where … [Read more...]
Why Not Take a Sales Holiday?
You’ve worked hard all year. Are you thinking about sales this holiday season? It’s really too late to think about making this year’s sales goals unless you are in the midst of negotiating a deal that is likely to close. Instead of working on selling, why don’t you take a little time for a sales holiday? During your sales holiday you will think about your selling. Here’s what … [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...]