Some people are afraid of their own shadow. They have a lot of fears if they’re in sales. They are afraid of their competitors. They’re afraid of failing. Fear is the wrong emotion to have when you sell. I want you to be able to get past fear and sell more successfully. I’m afraid if we share information our competitors might find … [Read more...]
Don’t Run From Customer Problems
Some salespeople are afraid of customer problems. They shouldn’t be. They think a problem demonstrates their failure. That’s not how they should see a problem. It’s a great opportunity to show customers just how good you are. It’s an opportunity to demonstrate your worth. You demonstrate that you honor your commitments when you show your customer that you can and will solve a … [Read more...]
Sell more by selling to the right prospects
Here's how I know someone is not going to make their sales goals. I ask them to describe an ideal prospect. Their response? Everyone is a prospect! Wrong. Everyone is not your prospect because you can't be all things to all customers. Here's how you can find the customers who you are most likely to sell to. … [Read more...]
Do you want to make your next prospecting call less stressful for you?
I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [Read more...]
The Sales Call Checklist
I recently attended a search engine optimization program where I was asked to create a Sales Call Checklist. Here it is: The Sales Call Checklist to Sell More Now Yes No I visit the customer’s website thoroughly before the sales call. [ ] [ ] I research the likely problem/need/want that this prospect might have. [ ] [ ] I develop the question … [Read more...]
Are you afraid of sales?
There are too many salespeople who think they have to apologize for being in sales. How do you know if you’re one of them? Look at your business card and your title. Does it say sales? I’ll give you a pass if it says Business Development since so many people today now know that those words really do mean that you are in sales. I think that you are afraid of selling if your … [Read more...]