The formidable, former mayor of New York, Ed Koch, was famous for asking his constituents a question. As he walked the streets of New York, he would ask, "Hey! How'm I doing?" Being typical New Yorkers they would tell him quite directly. What about your sales? You know how you are doing when you make a sale. What about when you don’t make a sale? How are you doing then? Here’s … [Read more...]
Do You Know The Myths of Selling?
What Scott Berkun wrote about in The Myths of Innovation also applies to sales. Don’t believe the myths in innovation or the ones in sales. Innovation is not likely to be promoted by management and you might be selling on your own. You may think that an innovative idea will be promoted by management. That’s not what Berkun found. Few managers recognize that their training and … [Read more...]
What Do Successful Salespeople Do?
Would you think you could have a gold medal career in swimming like Michael Phelps? Probably not. Yet being successful in sales is a real possibility. I suggest you do what other successful salespeople do if you want to be successful, too. 1. They know how to listen. Successful salespeople don’t assume anything. When a customer says something that’s open to interpretation … [Read more...]
3 Questions Before You Sell a New Product
At some point you will sell a new product. You will have different challenges than selling an existing product. Instead of making it more challenging, here's what you can do to make your selling a lot easier. Why should prospects buy your product? You must know why a customer would want or need your product. One would hope that the people who developed your new product … [Read more...]
Strategic Selling Skills: More Brain Less Mouth Selling
Harvard Business Review reports that critical thinking skills (think selling skills that are strategic) are what is needed today for sales. One of the first things you can do is to rank your prospects and existing business. (First, determine criteria for A, B and C accounts) Determine the amounts of time to allocate to your A, B and C accounts. Now use those guidelines to … [Read more...]
How NOT to Sell
I was recently asked to review a product for a business owner I had met through a client. We both did work for the client and this supplier’s credentials and work were good. I offered to help because I thought highly of my client. Don’t argue with a customer I listened to the description of the product and what it could do for my customers. I was intrigued. It was a marketing … [Read more...]
Watch What You Say to Sell More (When to Shut Up!)
What you say can either help you sell, or cost you the sale. Here are strategies on what to say to sell more. Avoid long openings. Some salespeople think that customers need to get to know them before the customers will buy. Their strategy is to schmooze and get a feel good vibe going. You’re wrong if you think schmoozing is selling. You’re wasting time if that’s all you’re … [Read more...]
Why Engineers Can Make the Best Salespeople
When you think of a salesperson, what's the first thing that comes to mind? Is it an introverted, detail oriented, thoughtful individual like an engineer? Probably not. The biggest myth in sales is that the best salespeople are the best talkers. Great selling requires more than just talking. That's why engineers can make the best salespeople. Engineers are thoughtful. Engineers … [Read more...]
Holiday Parties Can Make or Kill a Sales Career
Free food. Free drinks. Lots of people. Are you ready for your company’s holiday party? Some of you might dread it. Others are thinking of how much fun you’re going to have at the festive event. Whether you dread it or not, you had better pay attention to what happens at your holiday party. Your sales career depends on it. I recently heard something alarming about company … [Read more...]
Do you work for free when you sell?
I recently wrote a column on customers who want you to work for free. I never fault anyone for asking. I do blame salespeople who get intimidated and do things they don't want to do and aren't strategic for their selling. These sales people are sometimes afraid to tell a customer or prospect no. Sometimes they don't know how to or when to move on. As I wrote in the column, … [Read more...]