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...]
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...]