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 when you plan strategically. 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 … [Read more...]
The Efficient Salesperson: Smart Selling
Think of how and what you can do less of to get more efficient results in sales. 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 … [Read more...]
Listen With Your Eyes & Ears to Sell More
Do you listen with your eyes and ears? 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 … [Read more...]
Failure Is Not An Option. Until It Is In Sales
Does a sales loss stop you or can you move forward? 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 … [Read more...]
No More New Year’s Sales Resolutions (Sorta)
What are you going to do differently this year? 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 … [Read more...]
Annual Sales Checkup: What are you doing right and how can you do better?
Why do you go to the doctor for an annual physical if you feel good today? You go because you want to be sure you will continue to feel well and address anything that might be a cause for future concern. Just like you see a doctor for a physical, you need to look at your sales. It's like an annual sales checkup so you continue to do well. Here’s what I address when I work with … [Read more...]
Ask The Money Questions When You Sell
It’s pretty obvious that if you’re in sales that the object of your work is to sell something. But what gets you sales? The money questions do. These are the questions that you ask when you sell that actually lead to a sale. These questions demonstrate that you have a viable prospect who can buy from you now. Here’s how to ask the money questions. Don’t waste time talking to … [Read more...]
Lose Like Mikaela Shiffrin
You might think that a sales professional is very different than an Olympic athlete. I think we have a lot to learn from these exceptional athletes, especially when we lose a deal. Do you think Mikaela Shiffrin was prepared for the Olympics? I think so. Yet she came in fourth for the slalom which was considered her best event. I know being fourth in the world isn’t exactly the … [Read more...]
LinkedIn For Sales
You may be looking for the silver bullet for prospecting success. I don’t have it. Yet, LinkedIn is a promising tool that you should consider. It might not be the silver bullet you are hoping for, but it just might make your prospecting easier. Seek and you shall find. Here’s how I recommend you start using LinkedIn to find your qualified leads. Do a search by either company … [Read more...]