You have more competition to make a sale than you think. You probably know your competitors can take business from you. There are others in business who can prevent you from making the sale. I call these people members of the Sales Prevention Department. They are different people depending on your particular selling situation. Do you know who are in your Sales Prevention … [Read more...]
Deal With Toxic People
You’re lucky if you go to work every day and truly enjoy the people you work with. Sometimes it’s the people at work who make your job so tough. These are people with short tempers, boundary violators, and other habits that turn people off. I call these people toxic. You must have strategies to deal with toxic people at work. Can you spot toxic people? It shouldn’t … [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...]
Small Sales Strategies That Mean Big Results in Sales
They say good things come in small packages. In sales big results can come from small strategies. Why not think about these small strategies so you can get better sales results? Follow up can be a small sales strategy. I find that misunderstandings come with poor follow up. The old saying is correct that even the faintest ink is better than the strongest memory. … [Read more...]
Dealing With an Angry Customer
You are going to have to deal with an angry customer no matter how responsive you are in sales or how well you anticipate customer problems. Sure, it would be nice to be able to prevent angry customers, but that is not realistic. Communication is hard and misunderstandings happen. That’s when emotions run hot. You can still work with an angry customer and keep your … [Read more...]
How to Deal with Deception in Sales
A very important customer once deceived me. This customer was my most important distributor. I had worked with this gentleman for years and trusted him. You can imagine my shock and disappointment. Business that was promised to me went to a competitor. The lost deal cost my company over $1 Million. I did not handle the situation as best as I could … [Read more...]
Mid-Year Course Correction: Work to Make Year- End Sales Goals
Can you believe the year is almost half over? Now is the time to look at your business and be sure you’re on track to meet your year-end sales goals. It’s time for a mid-year course correction if you’re off track. Identify what’s not working in your mid-year course correction. This may be hard if you’re too close to the problem. You might not see what’s not working. … [Read more...]
Strategies for Career Success
What’s your plan for career success? Do you even have strategies for your career success? Your sales success, just like your sales calls, should be a result of your planning. Don’t let random events guide your career. Here are strategies you can implement to promote your career success. Pay attention to admins for your career success. There are some misguided people who … [Read more...]
Teamwork in Sales: Effective Teams Avoid Sabotage
You might participate on a team because of your sales expertise to improve some aspect of the business. Salespeople often participate on teams because of their unique perspective with customers. Teamwork in sales can be rewarding and it can present its own challenges. Here’s what you can do to participate on and create a high functioning team. Be sure to set the ground … [Read more...]
Women In Sales: Beware Mansplaining and other gender stereotypes!
Selling is a great job for women. Your numbers, not your gender, determine your success. Still, women in sales face different situations than men. Often the situations, like gender stereotypes, are trying. It’s good to be aware of those situations that stereotype based on gender so you can be prepared or even better, avoid them. Gender Stereotypes: Get ready to deal with … [Read more...]