I’ve been consulting at many sales meetings where sales professionals report the status of their prospects. What I hear too many times is, “This deal is going to close. Soon.” Instead of a discussion of what “soon” means and why, the sales manager accepts this report as an indication of future success. Nothing could be further from … [Read more...]
Stop wasting your time at meetings (sales or otherwise)
You probably hate meetings if you’re like most people. When you ask people about meetings they say that meetings are a waste of time. But what about your selling? Your sales calls are meetings and you certainly don’t think selling your products or services is a waste of time, right? Sales meetings with other sales member of your team are often … [Read more...]
Do Prospects Hit the Delete Key With Your Voicemail When You Sell?
There are just a few reasons why you're not getting a meeting with a prospect. Are you giving them a compelling reason to meet? Do you sound credible? Do they have a reason to believe you can deliver what you say? If your voicemail is irrelevant to their business get ready for the delete button on their voicemail. If you sound hesitant, too cocky, too meek, or unprofessional … [Read more...]
Sales Managers Need to Manage.
Imagine yourself at a sales meeting talking about a prospect and your current sales status. You ask for an update from one of your sales team members on Company XYZ and the contact, Mr. Smith. At the next sales meeting you ask for an update. You get a dumbfounded look. Why? There is no Mr. Smith. There are too many sales managers who get sold. What they're buying is an … [Read more...]