Your sales call is a success if you make the sale. But what happens if your customer doesn’t buy during your sales call? You still can have a successful sales call even if you don’t make the sale. Set your sales call objective. I have a philosophy about sales call success. It is that your sales call is successful if you meet your sales call objective. What’s a sales call … [Read more...]
How to Sell at a Lunch or Dinner Seminar
You should be selling if you’re going to be feeding your prospects. Seminars are a popular way to engage with your prospects. Just be sure you are doing everything you can to result in a sale. Make sure the equipment works before the seminar. Some venues provide audiovisual equipment. The last two presentations I saw had technical difficulties. Yes, you can learn the … [Read more...]
Curiosity is a great skill to have to sell
As Eleanor Roosevelt once said: "I think, at a child's birth, if a mother could ask a fairy godmother to endow it with the most useful gift, that gift should be curiosity." I talk about the importance of curiosity for selling in one of my presentations. I think being curious makes a salesperson successful. Could you imagine a successful salesperson without being curious? I … [Read more...]
How To Prepare for Your Next Prospecting Call
Is it easy to prospect? No. Can you get better prospecting results? Absolutely. You are more likely to get the results you want when you think strategically about your next prospecting telephone call. What do you want to happen? Set your objective. You first have to know what result you want from the call in order to plan your call. One possible outcome is to get your prospect … [Read more...]
Sales Strategy: Think About How You Buy When You Sell
Think about how you buy the next time you sell. I recently became a buyer to make two major home renovation projects. You want to make the best buying decision when you’re spending tens of thousands of dollars. Here’s where a few salespeople went wrong with their sales strategy. Too much personal information. I’m looking for a contractor, not a new best friend. I don’t want to … [Read more...]
Focus on the Sales Process Not Sales Results
Some people think selling is easy. If it were really so easy then everyone could do it. Selling is not easy. Your job is to reduce your sales frustrations and make your selling easier. That’s why you should focus on the sales process, not sales results. Accept that you cannot control what other people do. What makes selling so hard is that you can only accomplish your sales … [Read more...]
Reduce the Stress of Selling
It seems that millennials don’t like to get into sales because of the risk involved. They don’t like the risk of an unknown salary or irregular paycheck. What they might be afraid of is the stress of selling. Successful sales professionals manage the stress of selling better than less successful sales professionals. Plan your sales calls to reduce stress. One of the most … [Read more...]
What selling strategies will make me successful this year?
Unless you plan to win the lottery this year, you’ve got some selling work to do to be successful. I don’t play the lottery. I would much rather bet on myself. How about you? Here are 3 selling strategies for you to be successful in sales this year. Selling Strategy 1. Do you know what you’re supposed to do? I just learned something very surprising from a management … [Read more...]
Will your sales goals lead to your best year yet?
It’s time to start working on your sales goals this year. Have you set your goals yet? If you haven’t, why not set some goals that really propel you to succeed? This could be your best sales year. Set them right. Too many times goals are forgotten almost as quickly as the time it takes to write them. Why? Either they’re too big, too irrelevant, or too difficult. Let this year … [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...]