JPMorgan Chase CEO Jamie Dimon has 5000 JPMorgan Chase branch operations to manage. You can apply Dimon’s unique approach to manage customers to manage your customers. Here’s more about Dimon’s unique approach. Have a unique approach to your sales call to make it special. You might have read about Jamie Dimon’s annual bus tour to visit remote branch operations. Each … [Read more...]
Gender Differences in Selling
Have you heard the joke, why is it that a man will pay $2 for a $1 item he wants and a woman will pay $1 for a $2 item that she doesn't want? Subtle gender differences in behavior, especially in communication, also appear as gender differences in selling. Here’s more about these differences and impact on your selling. What are the differences? Dr. Deborah Tannen, a … [Read more...]
Change In Sales
Are you wondering what’s next in the changing world of sales? AI is now a part of selling just as other technology became part of working with customers. The next change in sales might be worrying you. Here are my suggestions so you can stop worrying about the next change in sales. Expect change in sales. Change will always be a part of sales. You’ve probably heard the … [Read more...]
What are you missing in sales?
You can only imagine the shock that was unleashed when the pundits announced the winner of the recent New York City mayoral Democratic primary. The experts had to ask, after the shock wore off, what they missed. Were they looking at the wrong data? Possibly. Were they making mistakes? Also possible. Or were they drawing the wrong conclusions from what they saw? Could … [Read more...]
The Right Words in Sales
The right tools are important to get the job done. Words are the tools of your trade in sales. Specifically, the right words in sales are the best tools of the trade. You might not realize the damage you do when you use the wrong words in sales. Your manager’s most important customers are his sales professionals. Imagine you work for a manager. Like most managers … [Read more...]
How to Handle Disagreements in Sales
Do you think all disagreements have a bad ending? They don’t have to. A good ending is especially important if you disagree with your manager or coworker. How you handle disagreements in sales will determine whether you have a good outcome or not. Here’s what you can do to handle disagreements in sales. When you disagree is important. Let’s say you’re in a sales meeting … [Read more...]
AI In Sales
Do you want more time to do the things you want to do? Then you should be using AI (artificial intelligence) for your selling. Artificial Intelligence comes in lots of different tools. You probably are using it already if you use Google to search. There is so much more you can do to streamline your selling effort when you use AI in sales. Why AI? AI gives fast answers. … [Read more...]
Help! I Just Lost a Big Sale!
No one wakes up in the morning with a plan to lose a big sale. Yet, it happens. Losing a big sale can happen even to the best salespeople. What do you do when you just lost a big sale? Here are some specific actions to take so you don’t make a bad situation worse. Delay is not a good thing. Some sales managers are pretty hands off. Others are the other extreme and … [Read more...]
Unforced Errors in Selling
The losers in close, professional sports competitions usually have more unforced errors than their opponents. Even the experts make mistakes! Top performers need every advantage to win. You need every advantage in selling, too. These are some unforced errors in selling that you should avoid. Thinking schmoozing is selling is an unforced error. Yes, selling is not like … [Read more...]
Talk is Not Cheap: The Right Words for Sales
You’ve probably heard the expression “talk is cheap.” That expression does not apply to sales. What you say during a sales call can have a huge impact on whether you make a sale--- or not. Are you saying the right words for sales? Are you pronouncing the right words for sales? Imagine you are in a financial discussion with a buyer. You begin the conversation with … [Read more...]