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...]
Women who sell need to manage their manager
I recently got a call from a female sales professional. She had been working for her sales manager for 7 weeks. I had a meeting scheduled with her male sales manager. She was calling to reschedule the appointment for him. Why was she calling when my appointment was with her manager? Her manager asked her to. It seemed odd to me that she was asked to do this. I thought it was … [Read more...]
Small talk helps negotiations if you are male
Who knew? What women do so easily (make small talk) will get better results in negotiation. But, only if you're male. If you read the study it says that women don't benefit as much as men do with the small talk. Why? It seems that men are inherently less "communal" so the chit chat helps them be perceived more positively so they get better results with negotations. Here's … [Read more...]
3 Instant Sales Ideas
Here are 3 instant sales ideas for you to sell more now. 1. Live within your means. Don’t buy the foolish thinking that more stuff will make you happy. When you start to acquire stuff that you can’t afford you start down a path that might lead to becoming a desperate salesperson. Nothing causes a sale to fail faster than desperation. How do you avoid participating in the … [Read more...]