When you think of a salesperson, what's the first thing that comes to mind? Is it an introverted, detail oriented, thoughtful individual? 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 salespeople can learn a lot from engineers on how to sell more. They're … [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...]
Celebrate Even If You Didn’t Make Your Sales Goals
This year may have been a great one for you. For others, you are celebrating simply because the year is over. As your year winds down, whether you sold as much as you planned or missed the mark, year end gives you time to reflect on what you’ve done. You may think there’s nothing to celebrate if you didn’t make your sales goals. You’re wrong. There is. Give yourself some … [Read more...]
Successful in sales and Manage Your Sales Process
-Monthly Selling Newsletter with Ideas to Sell More Now- November-2014 Selling Quote for the Month “The people who are exceptionally good in business aren’t so because of what they know, but because of their insatiable need to know more.” -Milton Hershey For Salespeople... That … [Read more...]
Keeping Information from Your Customers Hurts Sales
Do you keep information from your customers? I hate to pile on the post office, but they really hurt their sales efforts. I recently needed to purchase a certified letter for a business document I was mailing. I made the purchase at 10AM. I was instructed to go to the U.S. Postal Service website, usps.com, enter my tracking number and I would be able to see the letter’s … [Read more...]
Mentors & Selling Strategy: March 2014
The Selling Quote for the Month “To know the road ahead, ask those coming back.” -Chinese Proverb For Salespeople... It’s time to for salespeople to get lazy. How? You follow this proverb. The next time you have to develop a sales strategy why not talk with someone who has already experienced your situation or one similar? You don’t have to spend countless hours … [Read more...]
Want to be more persuasive?
One of the basic principles of persuasion and influence is that we tend to comply with people we like. Why? We trust people we like. You need trust to influence others. How does this apply to you? The next time you meet someone new at a business function, a Chamber of Commerce meeting, or other business function, do something that gets you to be liked. What would that be? Stop … [Read more...]
Are you thinking like an engineer when you sell?
Did you see Purdue University President Mitch Daniels quote in a recent Wall Street Journal Notable & Quotable? He talks about the problem-solving can–do attitude of engineers. That same attitude is what great salespeople have. The look at their customers and try to solve their problems and of course sell their products while they solve the problem. What’s wrong with … [Read more...]
Do endorsements help your LinkedIn ranking?
You may be using LinkedIn for your sales prospecting. You may be using it to be found by customers. Either way, you may have wondered about the value of using endorsements. I've been noticing that along with people who knew my work, there were others who were endorsing me and I didn't know them. I did a search on the value of Endorsements. If you want to be "found" on … [Read more...]
What Every Sales Manager Should Know
Imagine being hired to work on an assembly line. On your first day your manager gives you your work instructions. He says, "Put the parts together any way you want. It's fine with me." Sounds nuts? Well why is this being done in sales? Your manager should have an idea of how many quality sales calls you should be making a day. At least he should know a range. He should know … [Read more...]