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...]
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...]