Sales is not fair. Tennis and selling are a lot alike. In tennis you win with more points. It doesn’t matter how great your form is or who tries harder. In sales it doesn’t matter how hard you work. You only get paid when you make the sale. You may be thinking, but that’s not fair. It shouldn’t be that way in sales. Well, maybe so. You shouldn’t have to deal with some things … [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...]
Create Sales Guidelines: No New Year’s Resolutions!
You would be buried in nickels if you had one for every person who made a New Year’s Resolution to lose ten pounds. New Year’s Resolutions are often made and quickly broken. Did you make a New Year’s Resolution for sales? Here’s what you can do instead to create sales guidelines and get better sales results. Sales Guideline 1. Focus on process, not results. A resolution … [Read more...]
Things You Can Do During Coronavirus Quarantine
Are you bored stiff yet? Or are you working feverishly to stay afloat? Salespeople are in a slightly different position with what we can do and work since we have some control over our actions. Hopefully your company is in a strong enough position to survive this unique crisis. Here are some things you can do now during the coronavirus quarantine and still stay safe. 1. … [Read more...]
Measure Your Sales Success
You may be focused on making your sales goals as the year ends. You should certainly maintain your sales focus especially if you’re almost on target. There’s something else you should focus on now. Why not also measure your sales success? Number 2 is not failure. An upcoming book, “The Formula: The Universal Laws of Success,” by Albert-László Barabási, contains insights on … [Read more...]
Women who sell need to manage their manager
I recently got a call from a female sales professional. She had been working for her sales manager for 7 weeks. I had a meeting scheduled with her male sales manager. She was calling to reschedule the appointment for him. Why was she calling when my appointment was with her manager? Her manager asked her to. It seemed odd to me that she was asked to do this. I thought it was … [Read more...]