You mostly work by yourself in sales unless you have a corporate sales office. Outside salespeople spend most of their time in the field making sales calls even if your desk is there. Or at least, that’s what you are supposed to be doing! Your sales office might also be sharing a desk with others and you’re there only a few times a week. How can you foster your sales career … [Read more...]
Gender Differences in Selling
Have you heard the joke, why is it that a man will pay $2 for a $1 item he wants and a woman will pay $1 for a $2 item that she doesn't want? Subtle gender differences in behavior, especially in communication, also appear as gender differences in selling. Here’s more about these differences and impact on your selling. What are the differences? Dr. Deborah Tannen, a … [Read more...]
Change In Sales
Are you wondering what’s next in the changing world of sales? AI is now a part of selling just as other technology became part of working with customers. The next change in sales might be worrying you. Here are my suggestions so you can stop worrying about the next change in sales. Expect change in sales. Change will always be a part of sales. You’ve probably heard the … [Read more...]
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 2 sales mistakes to avoid. It's a mistake when … [Read more...]
Difficult Conversations in Sales
Are you ready for your next price increase discussion with your most important customer? How about a conversation with your manager over a disputed expense item? Difficult conversations are part of sales. Here are some pointers to make your next difficult conversation both easier and more successful, especially when these conversations are high stakes and high … [Read more...]
What It Takes for Women to Succeed in Sales
This column is only for women. Really? Of course it’s not just for women! In fact, men might just be curious about what I think women need to do to be successful in sales. Stop looking to put people into categories. You have prospects and customers in sales. Do you really think a woman buyer will buy from you just because you are female? It’s like the old … [Read more...]
Political Savvy and Your Sales Career Success
Do you think politics only applies to elected officials? It also applies to sales and your sales career success. You may not realize how your political savvy in sales will determine whether or not you are successful in sales. 1. It’s better to treat everyone with dignity and respect. I went to university with a very nice student whose father was in politics. His father … [Read more...]
Different Ideas to Sell More in 2024
You probably know that doing the same things again and again while expecting different results is nuts. So why not this year try some different ideas to sell more? Here’s what I’m planning for 2024. What are you planning? Learn something new that’s interesting. I had a customer, a plant manager, who told me one day to be sure to stop in his office over lunch hour. I … [Read more...]
Lost Business! Why and How to Prevent It
There are lots of ways you can lose business once you have it. Imagine telling a customer he could afford a price increase as a way to raise your prices. Sounds dumb? Yup, lost business! What if you never get the chance to sell to a customer? That’s more lost business. There are some useful strategies you can use to prevent lost … [Read more...]
Starting a Sales Career? Where do I begin?
Have you ever said, “I would have liked to know that!” before you made a mistake? You’ve probably said that to yourself if you’re starting a sales career. It’s most important at the beginning of your sales journey to be aware of the ideas that will help you sell. Getting frustrated from failure is more likely if you don’t know where to start. Here’s where you can start selling … [Read more...]