Charlie Kirk was murdered this past week. What does that have to do with sales and selling? Everything. Sales is not for you if you’re thin skinned. You’re going to lose business and sometimes it’s not even going to be your fault. You’re going to find that a customer has a brother-in-law in the business or a father or a sister or relative or somebody he likes better … [Read more...]
Procrastination: The enemy of sales
I’ve never seen a successful sales professional who procrastinated. Procrastination is the enemy of sales because it keeps you from doing work that is essential. Successful salespeople overcome the urge to procrastinate. Here’s what you can do. Don’t make it harder for yourself. I find that people procrastinate when they don’t want to do something or they didn’t plan to … [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...]
Time For a Reality Check
Have you ever heard people say “Woulda, coulda, shoulda…” as a response to something they wished never happened? You certainly don’t want to be the one saying that in December when you miss your sales goals. Now is time for a reality check before the year moves too far along. Time for a reality check of people you work with. Sales is a job that requires the inputs of … [Read more...]
Pick the Right People to Sell More
You may already be a sales success. Did you do it alone? It’s far easier when other people help you succeed than if you do all the work yourself. Here are some people who you should select or avoid to ensure your sales success. You can pick the right people to sell more. Pick the right people to learn from. Great salespeople are always learning. They are learning … [Read more...]
No risk. No reward in Sales
You’ve probably heard the saying “No risk. No reward.” It applies to selling. What happens if you are uncomfortable with risk? It’s time to address your discomfort because in sales, no risk means there is no reward or at least it is far less likely. What is risk? Risk refers to the degree of uncertainty and/or potential financial loss inherent in business. Another … [Read more...]
A Good Mistake Can Help You Sell
You don’t have to be an athlete to make a good mistake. Let’s say you have great technique hitting a tennis ball. You pull the racket back with the right grip, swing and the ball still hits the tape and doesn’t go over. Your coach tells you that’s a good mistake that will help your game. Just like tennis, a good mistake can help you sell. What is a good mistake? A good … [Read more...]
What If? is a Sales Question for You
Your customers have questions for you. They want to know about your product specifications, your delivery capabilities, or your proof of performance. Successful salespeople can answer these questions and customers then buy. What about the questions you should ask yourself? What if...is a very important sales question for you. What if I lose my largest customer… I once … [Read more...]
Disasters Can Help You With Selling
You may have seen the reports of destructive weather lately in the Dallas, Texas area. Over 750,000 people were without power after the storms. Trees fell on homes. People lost their lives. I live in Dallas. This storm confirmed that being prepared for a disaster makes a huge difference. Here’s what I learned dealing with a disaster and how disasters can help you with … [Read more...]