Picture this. You’re a senior executive looking for your next job. You’ve been interviewing with several excellent companies. Then one of them offers you a job. The money looks good. The company has the right pedigree. The job is interesting. What’s the problem? You’re wondering if you should say “yes” to this particular offer. Should you continue to interview? Would a better … [Read more...]
Sales Surprises To Avoid If You Want to Make a Sale
I’m not a fan of surprises. I like them even less in sales. What is worse is when the unexpected sales surprises can be prevented. Competition is tough enough. You don’t need to cause your own frustration with sales surprises. Here’s what you can do if you want to sell without getting any unnecessary sales surprises. What happened to cause the sales surprise? A … [Read more...]
Buyer Training Influences How You Sell
You’ve probably attended sales training at some point in your selling career. Hopefully most of it delivered valuable insights that led you to become a more effective sales professional. Now think about your buyer and buyer training. What do you think he’s done to improve his buying and get the best sale for his company? Consider his preparation and buyer training for your … [Read more...]
2020: The Year to Forget or…
Are you counting down the days until 2020 is over? 2020 is the year to forget for many business professionals. That may be what you are doing. Then again, as you look back on 2020 you have to admit that you are still standing. You just might have noticed that on closer examination you have achieved some things that you wouldn’t have achieved in an ordinary year. While I … [Read more...]
Sell more with your brain and less with your mouth.
The More Important Sales Skill is Thinking What does it mean to sell more with your brain and less with your mouth? Most salespeople think that talking is the most important sales skill. They are wrong. Thinking is the more important sales skill. Thinking is important well before you get in front of the prospect or customer, whether by telephone, computer, or … [Read more...]
Prevent Sales Losses: 3 Strategies to Use
You can make competitors work harder and prevent sales losses. You’ve worked hard to close the deal. Now you have new business. It’s business you want to keep for a long time. Too many salespeople think the sale is over when the customer agrees to buy. Your sale is not over. More sales work continues if you want to keep your business and prevent sales losses. Continue … [Read more...]
Selling is Different: Selling During Coronavirus Quarantines
I think it’s safe to say, whether you are new to sales or a road warrior, that selling during coronavirus quarantines is one of the biggest challenges you are facing in your selling career. The challenge now isn’t about a new and stronger competitor. You aren’t facing a problem of your own creation. You and almost everyone else are faced with a dangerous health issue while … [Read more...]
Work with a Snake (The Human Kind)
Don’t be shocked the next time someone you work with says something nasty about you. You might hear it in front of other people who are important to you. You might learn about what was said behind your back. Don’t be surprised. Why shouldn’t you be? You missed some very important signals that the person was giving you about his … [Read more...]
Think Like a Customer
Many salespeople think they know why a customer should buy. After all, they know their products and services and can tell you any number of reasons why a customer should buy. So why does a prospect not buy? It’s because salespeople don't think like a customer. They have their own agenda. Salespeople too often walk into a sales … [Read more...]
Strategic Selling: Protect Yourself As You Sell
You may think your product is what you sell and what customers pay for. You would be only partially correct. You are part of your product. Your strategic selling covers not only how you sell your product, but all that you do to protect yourself as you sell. Be protective of your selling time. Athletes don’t let anything get in the way of their practice to improve … [Read more...]