New Year’s resolutions work for some people. For others they are a waste of time. For those of you who want to get different results, but don’t want to waste your time on New Year’s resolutions that you’ll break, why not try some new ideas and sell differently? Here are a few ways to think differently next year. Sell Differently: Be more patient. Patience is a virtue when it … [Read more...]
If Your Company Holiday Party Is This Weekend…
I know that free food and drink releases some strange behavior in some people. Just in case that's you and you are planning on attending your company party this weekend or soon, you might want to read this column by Janice Podsada of the Omaha World-Hearld. Your job may be at stake... … [Read more...]
New Year’s Resolutions (The Ones To Keep!)
It’s that time again. The year is coming to an end and many of you are thinking about your New Year’s Resolutions. It won’t be too long before many of those same resolutions become a distant memory. Instead of wasting your time on resolutions that get broken, why not make some resolutions that you can actually keep? Focus on process not results. You might have some difficult … [Read more...]
There’s Still Time To Make Your Sales Goals This Year!
You still have time to reach your sales goals as the year-end approaches. You don’t have a lot of time to close new business, but you certainly can implement a few strategies to increase the probability that more of your business will end up on the books this year instead of next. Sell more to every customer. Review your customer purchases and look for gaps in products they … [Read more...]
Do you know who will pay more for your products or services?
Do you spend $ .50 or $5.00 on coffee? You do know that some people think their coffee is only worth paying $.50 with a senior discount at a fast food restaurant. Then there are others who consider their $5.00 coffee and coffeehouse experience well worth the price. What’s the price of coffee have to do with selling? It shows you how you should sell. Are they willing to pay for … [Read more...]
Mid-Year Course Correction for Making Your Sales Goals
So what if half the year is over? You still have half a year left to make your sales goals if you are off track. It’s time to do something different if what you are doing isn’t working for you. Why not start by making different decisions about your selling? Who am I calling on? Look at your sales cycle. Which prospects are closest to buying? They are the ones where your … [Read more...]
Email: Sales Tool or Sales Killer?
How do you contact prospects? Do you call them on the phone or send them an email? More and more salespeople are using email to contact prospects. Some are certainly not getting the results they want. I recently got this email. It simply said, “Hey, could you tell me more about the services you offer?” I didn’t know this person or his company. I usually notice whether the … [Read more...]
What are your sales strategy questions?
Do you remember when you took tests in high school or college and there were more than one correct answer? Sometimes the answer was “It depends.” The answers to your sales strategy questions are like that. Here are some questions that you should determine. The answers may surprise you. Who is your competition? You must know who your competition is to be successful at sales. … [Read more...]
2 Sales Mistakes to Avoid
Practice makes perfect, right? Wrong. You know if you’re an athlete that perfect practice makes perfect. Nothing good happens if you do the wrong things again and again. It is the same if you’re in sales. You must do the right things and avoid doing the wrong things if you want to get better and sell more now. Here are two sales mistakes to avoid. Sales Mistake #1. Less … [Read more...]
Selling in Two Directions
Do you remember how you crossed the street when you were a child? Your parent told you, “Look right and then left. Then you can cross.” That bi-directional focus made it safe for you to cross the street. Selling shouldn’t be dangerous. Bi-directional selling, or selling in two directions, makes your selling more successful. Look backwards to learn. I like to say that in … [Read more...]