You probably wish that call screening didn’t exist today. Without screening a prospect would be more likely to pick up the phone. Stop wishing. Instead, practice these 3 rules to sell more on the telephone. 1. Less is more when you sell on the telephone. Each second—yes second—is precious. Don’t waste them! Each word you say should make your prospect to want to hear … [Read more...]
Problem Solving 101: Make Decisions Easier
Problem solving and making good decisions are the foundation of selling. You’ve got to decide who your prospects should be, how to navigate customer politics, deliver price increases and on and on. Deciding isn’t easy. Here are some thoughts to make decisions easier. Ideally, your problem solving decisions will be better ones as well. Make decisions easier by getting past … [Read more...]
How Are Your Customers Judging You?
Bathrooms are often the first stop that passengers make at an airport. Clean, uncrowded bathrooms that are easy to find are a huge factor in how well-liked an airport is. What’s even more important is that the bathroom cleanliness impacts whether travelers will purchase food or shop at airport stores. Travelers’ satisfaction with bathrooms predicts sales … [Read more...]
NO is An Important Word in Selling
No and yes are important words that impact your selling. Prospects say no when they don’t want to buy. That’s a no in selling to avoid. Other times you need to tell yourself no when a prospect is unlikely to buy. Here’s how you can get both the yeses you want, the noes to avoid and the noes you need to sell more. No Budget is often an important no in selling. Too … [Read more...]
Sales Interview: Your Next Sale Is Your Job
At some point in your career I’ll bet you will be interviewing for a sales position. Recently a client asked me to interview candidates for a sales position. Some of the candidates’ performance was surprising. Some made some basic mistakes and others didn’t do all they could for the best consideration. Here are some tactics for your job interview the next time you’re looking … [Read more...]
Anticipate Problems and Save Time in Sales
What strategy do you use to save time? Maybe you avoid multi-tasking or you automate certain functions. I have another way. Anticipate problems. Here’s how you can save time in sales and also lower your blood pressure. How do you anticipate problems? You can save a lot of time in sales (and lower your blood pressure) when you avoid problems. Think about a time, after an … [Read more...]
Little Things in Sales Strategy Give Big Differences in Sales Results
Legendary Basketball Coach, John Wooden said, “It's the little details that are vital. Little things make big things happen.” In sales, the little things make big sales happen. Here are a few little things that you can implement in your sales strategy to produce big differences in your sales results. Incorporate your customer’s emotions in your sales strategy. Some … [Read more...]
Sales Strategy 101: The Basics to Make the Sale
Which is more important-- your selling skills or your selling strategy? I say your strategy is more important. You won’t be effective if you have great skills and a poor strategy. Think of it as doing the wrong things well. If you have a good strategy and poor skills, it might take you longer, but you just might accomplish your objective. Now it’s time improve your sales … [Read more...]
Sales Efficient Strategies: Shortcuts to Sales Success
Are you looking for ways to make your sales strategy more effective and efficient? You can get better sales results when you practice more of these strategies. See which ones you can implement and notice the results you get. Sales Efficient Strategy #1. Good enough is good enough.Be aware the next time you are planning your sales strategy and it seems to go on and on. What are … [Read more...]
When is it time to stop selling?
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...]