Did you make New Year’s resolutions? Why bother. Most people will break them anyway. Instead, why not take some time now (if you haven’t already) to think about your selling this year. Thinking about what you might do is the first step in actually doing the actions that get you better sales results. Here’s what you can think about. Think about your selling skills. One of … [Read more...]
Make Your Own Sales Luck in 2023
How do you want to close out 2022? Forgetting it is probably high on your list if you didn't make your sales goals. Here’s something else you can do. My suggestion is for you to make your own sales luck in 2023. Do you think that’s not possible? I think it is. Here’s how. Go with your gut. Professor Richard Wiseman of the University of Hertfordshire in England has been … [Read more...]
How Sales Managers Get Sold By Salespeople
Some sales managers are the best customers. What do I mean? They let their salespeople sell them on a bunch of ideas many of which are barriers to reaching sales goals. Only certain salespeople are the ones selling their sales manager. Are you getting sold? Here’s how you can tell if you’re a sales manager getting sold. What … [Read more...]
3 Reasons You Won’t Make It In Sales
Someone once told me she was great at sales. Why? She said, “You know how I love to talk!” Was she ever wrong! Yes, she could talk a blue streak. No, that doesn’t make a great salesperson. Managers sometimes make hiring mistakes in sales. You may wonder if you’re up to the task in sales. Here are 3 reasons you won’t make it in sales. 1. You won’t make it in sales if you … [Read more...]
Is Sales All Or Nothing? No, Sales Is All or Something for staying motivated in sales.
Staying motivated in sales is the tough part of selling. All too often when salespeople think of their selling it’s either all or nothing. They get the sale or they get no deal and nothing. Sales is not all or nothing. Sales is all and something. Learn to deal with disappointment when you get no deal. It may appear that not making the sale is in fact nothing. It’s … [Read more...]
Sales Problem? Solve it The Right Way and Keep Your Customer
It’s only a matter of time when you have a sales problem. There is a right way and a wrong way to solve a sales problem. Do it the right way and you keep your customer. Do it the wrong way and you can not only lose a customer, but you might lose other business as well. Here’s how to solve your sales problem and keep your customer. Here’s the wrong way to solve a sales … [Read more...]
Pilot Program: A Strategy to Get the Sale
Have you considered using a pilot program as a strategy to get the sale? Your prospects might want a pilot program to try your product or service before they make a major buying commitment. Pilot programs can persuade your prospect to buy. A poorly planned pilot program will not. Here’s what you can do to create a pilot program for your products or services that does get the … [Read more...]
Don’t Get Ghosted by Prospects!
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...]