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Does it often feel as if your prospects have the upper hand? Far too frequently ending up on the short end of the stick? All give and no get? Below are typical warning signs that your prospect is in control of the sale: You sent over pricing, and now the prospect won’t return your phone […]
Frustrated with the response you are getting from prospects? In classic “David Letterman Style”, here are a few things you may want to evaluate: You left your 60 or 90 second commercial on their voicemail, and it sounds like a marketing brochure. Marketing Brochure Speak does not sell. It is appropriate for collateral materials and […]
Stalls and objections! They ruin sales forecasts, squash quota attainment and mangle commission checks. The frustration that sales people feel is universal. Unfortunately, many have defaulted to the belief and practice that there’s nothing to be done about sales objections and stalls, other than making the evergreen “just checking in” phone calls or emails. For […]
#1. YOU HAVE TO YELL “TRICK OR TREAT”! I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies! SELLect Sales Tip: […]
The ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]
Despite the famous quote “Good is the enemy of Great,” when it comes to hiring sales people and evaluating their sales skills, many employers have given up trying to distinguish the good sales people from the great sales people. They just don’t want to hire any more BAD sales people. Salespeople are tough to evaluate […]
5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”? Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode. Growth is largely measured one way: increasing revenues. […]
Oh the woes of networking! Lots of time, money and poundage all in the pursuit of more business! It’s the best thing and worst thing that’s ever happened to sales people. The allure is obvious: comfort and camaraderie of a group, promises of help and introductions, and more sales and revenue—OK, who did I lose […]
What happens when a squirrel runs into the middle of the street and can’t decide whether to turn right or left? You guessed it! Such is life for indecisive squirrels. It’s the same for indecisive sales professionals. Decisiveness, according to Webster’s, is the power or quality of deciding. This is such an enormous quality for […]
No amount of sales management and training will make up for hiring a weak sales person, unfortunately it happens too often. Interviewing sales professionals is especially challenging. “Really liking” a candidate is not enough because most sales professionals are uniquely talented at building relationships. Below are some of my favorite interview questions and topics that […]
