I often marvel how salespeople spend so much time managing their customers. They will prioritize them by size, revenue, profits and all types of criteria to see where they should be spending their time and effort. Of course that's a good idea. What they're forgetting is that they have another very important customer. It's their manager. Even if you're on commission, your … [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...]
Sell more by selling to the right prospects
Here's how I know someone is not going to make their sales goals. I ask them to describe an ideal prospect. Their response? Everyone is a prospect! Wrong. Everyone is not your prospect because you can't be all things to all customers. Here's how you can find the customers who you are most likely to sell to. … [Read more...]
Do you want to make your next prospecting call less stressful for you?
I often ask salespeople how they customize their selling. I get nervous when they say that they sell the same way to every prospect. Why? Because customers are different and they prefer you to be like they are, not necessarily how you are most comfortable. That's why the most flexible salespeople are the most successful. Here are some ideas to start with if you don't know how … [Read more...]
Are you making a sales mistake?
I see this over and over again with salespeople. They make the mistake of presenting too soon. How do I know? I ask them if their clients are saying, "I need to think about it" to make a buying decision. What's to think about it your customer truly needs what you are selling? It's your job to ask the questions that guide a customer to understand there is a need, it's an … [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...]
How to know if your customer is ready to buy.
There are two factors that motivate customers to buy. They are pain or pleasure. Pain motivates more than pleasure. Unless your customers are experiencing enough pain there is no reason to do anything about it. Yet, just experiencing pain is insufficient to motivate a customer to do something about it and buy. You have to be very clear about how much pain he’s experiencing. … [Read more...]
Are you getting ripped off?
Does your sales process include submitting proposals? Does the proposal include a road map of the solution to your prospect's problem? That's dangerous. Your prospect could take your expertise and shop it to the lowest bidder. That has to stop. I understand that you want to demonstrate your expertise in the proposal. You can do this without giving your knowledge away. In … [Read more...]
Sell more when you quantify a customer’s problem.
You probably know that for a customer to buy something from you, there has to be a problem or a need. The customer can do nothing (and often does) unless there is a problem to solve or a need to fill. If you’re executing an effective questioning strategy, you are uncovering your customer’s need or pain. You might have found that your products can reduce downtime, reduce … [Read more...]
Sell More By How You Sound.
How do you think you sound when you sell great products that you believe in? Confident, right? Now think about those salespeople who push products on customers. It’s hard to build the enthusiasm to mislead customers. Those people sound flat and unenthusiastic. Which do you think sells, confidence or lacking it? The research says it’s confidence. Dr. Alex Pentland, is a … [Read more...]