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...]
Do you have what Artificial Intelligence (AI) says for sales sales?
What does Artificial Intelligence (AI) say about sales? A lot. Some of it was obvious to anyone with sales experience. Yet the answers highlight what AI says for sales success. What does AI say are sales challenges? I asked ChatGPT a few different ways about the challenges that salespeople face and what they find difficult in selling. Here’s what ChatGPT … [Read more...]
The Organized Salesperson
You might have heard someone say the key to sales success is to work smarter, not harder. One way to work smarter is to be an organized salesperson. Here is how you can be more organized. Organize your travel. Certainly you plan your travel in advance so you maximize the customer time you have in each city. Travel today is more of a hassle than ever. One way to make it … [Read more...]