The Roman philosopher Seneca said, “Luck is what happens when preparation meets opportunity.” I say that you make your own luck. That is a very true statement for sales. Luckier salespeople understand the buying process. They are more likely to make more sales, too. Do more qualifying. Before a face-to-face meeting, determine general information about your ideal … [Read more...]
Zoom for Sales Meetings, Meetings and Productivity
You’ve probably attended more than just a few Zoom sales meetings these past few Covid years. I’m one of the people who love Zoom for its productivity. There are some people who aren’t getting the dos and don’ts of Zoom meetings whether they meet for sales, training, or customer service. Be ready to join Zoom sales meetings early. Do you log on at 9:59 am if a Zoom … [Read more...]
Make Quick, Good Sales Decisions
The Covid pandemic may have taught you how quickly things can change. One week we’re thinking that the pandemic is under control. The next we’re seeing the variant and how dangerous it is. Acting quickly can make the difference between long term success or failure. Here’s how you can learn to make good, fast decisions for sales. Recognize who you are. You may be the type who … [Read more...]
Use Sales Checklists to Sell
Do you use sales checklists? These are lists of to-do items depending on where you are in your sales process. Think you don’t need a sales checklist to sell? Think again. All kinds of professionals from airline pilots to surgeons use checklists. While sales might not be a life or death situation, getting the sale is often more likely with a sales checklist. Why do you … [Read more...]
Sales Presentation Mistakes: 3 Mistakes to Avoid When Presenting for Sales or Funding
You don’t have a big margin for error when you’re presenting to a new prospect. Prospects may already use the product you’re selling. They don't have to look for another supplier. Investors are also a tough audience to persuade because they get so many requests for funding. You want to avoid these sales presentation mistakes whether you’re presenting to make a sale or … [Read more...]
Plan Strategically: Get More Done Now That You Have a Lot of Time
You can get more done at work. A friend recently commented, “You are so involved in so many things. How do you get so much done?” I had never really thought about how busy I am and how much I get done. Doing things makes me happy and the thought of nothing to do terrifies me. It’s not that I don’t like being along. One of my passions is reading. It’s more that I enjoy a … [Read more...]
The Efficient Salesperson: Smart Selling
Have you thought about how you can work less? Some might think that’s being lazy. I prefer to think of it as being efficient. My goal is for all salespeople to do the least and get the most. That’s what I call smart selling and being an efficient salesperson. Here’s what you can do to sell smart. What should I do? Have you noticed that some tasks really don’t … [Read more...]
Listen With Your Eyes & Ears to Sell More
Which of the sales professional’s skills do you think is the most important? I think it’s the skill of listening. This underrated skill often gets overlooked since too many people, salespeople included, think that talking is far more important. What you say is important in sales. You can do a much better job of saying something … [Read more...]
Failure Is Not An Option. Until It Is In Sales
You’ve probably heard some leaders say, “Failure is not an option” thinking they are motivating others. They’re wrong. Failure is an option and it certainly is a possibility in sales. Sales professionals know that customers sometimes have other purchasing ideas even if failure is not the option sales professionals would choose. What can sales professionals … [Read more...]
No More New Year’s Sales Resolutions (Sorta)
How long do you think it takes for people who make New Year’s Resolutions to break them? It’s not long. According to U.S. News,approximately 80% of resolutions fail by the second week of February. That’s not too long to forget about getting up early and going to the gym. It seems that getting in shape is one of the most popular … [Read more...]