You might have heard someone say knowledge is power. Knowledge is most certainly power in sales. Here’s the knowledge you need to acquire to get your power in sales. What do you know about yourself and your work in sales? One of the questions I ask when I work with salespeople on their selling strategy is “Tell me about your competition.” It’s a big red flag when they … [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...]
Don’t Write Another Sales Proposal Unless…
You might gladly write a sales proposal if you were guaranteed a sale. Salespeople, all too often, work very hard prospecting, then writing and presenting proposals. What happens after? They hear crickets (no response from email or phone) from prospects a week or weeks later. How can you avoid crickets? Don’t write another sales proposal unless … [Read more...]
A New Year, A New Sales Plan
2020 is a memory now. Many of you are breathing a sigh of relief because you are glad to see it go. Take a deep breath and think of 2021 and your sales plan. It’s time to start with some new strategies to make your year a success. Sales Plan 1: What are you not going to do? I always think of Albert Einstein at the beginning of every new year. Is it because … [Read more...]
Make Your Own Luck in 2021
4 Luck Principles for Sales How do you want to close out 2020? Forgetting it is probably high on your list. Here’s something else you can do. My suggestion is for you to make your own luck in 2021. Do you think that’s not possible? I think it is. Here’s how you can follow these 4 luck principles for sales. Luck Principle 1. Go with your gut. Professor Richard … [Read more...]
Saying No In Sales
Saying No Is Something You Just Might Have to Do You may think that the only way to close a sale is to say yes to everything your prospect requests. Finding points of agreement and ways to deliver on them are certainly parts of selling. Saying no in sales is also an important part of your work. Knowing when and how to say no will be key to your sales success. Know … [Read more...]
Anxiety and Sales
Today it seems that anxiety is a part of today’s selling and business. You may be afraid of losing your job. Maybe your customers are not making purchases and that’s starting to be a concern. Perhaps your customers are buying much less from you than before and there’s nothing you can do to change that. All these situations –and more--can make someone anxious. Here is some … [Read more...]
Holiday Party: Sales Opportunity or Disaster
Thanksgiving is over. What’s next for many salespeople? Holiday parties. You have a sales opportunity whether you attend your company’s party or another hosted holiday event. Think of the event as another sales call and this time, you are the product. Whether you realize it or not, you had better pay attention to what happens at your holiday … [Read more...]
New to Sales? Here’s How to Jump Start Your Selling.
Wouldn’t it be great to learn the secrets of successful selling just as you begin your sales career? You would save the time from making mistakes and you would avoid the disappointment from your failures. Yet, it’s not realistic to expect that there are a few key secrets that make salespeople successful. There are instead some concepts to understand … [Read more...]
Are you ready for your next sales call?
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...]