Just as there is a set of best ways to paint a room, so there are sets of best ways to ask a question, seek an appointment, build rapport, make a presentation, close the deal, and follow up on the…
Whether you are just learning the language of sales or improving your game as an already successful SalesMaker, there are six timeless principles to keep in mind. The sales industry has changed dramatically over the years with advancements in technology,…
Having patience is giving the client their space, while at the same time being proactive to help them solve their issues. It’s not being aggressive, but assertive. It’s nearing the end of the fiscal year and you’re $50K away from…
Poor time management is the biggest challenge for new sellers. Your most finite resource as a sales professional is time. In our business we work with salespeople and sales managers of all levels. Recently, I’ve had an opportunity to work…
There are several reasons for inaccurate sales forecasting, however, the two below are the most common I see when working with sales organizations. Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates,…
A good place to start is to analyze your customer service from your customer’s perspective. Is providing exceptional customer service a top priority at your company? Do all your customer-facing personnel work to exceed customer expectations and build customer loyalty?…
Feeling down? Having a bad day? Dealing with the blahs? Well, take heart. You are not alone. You are far, far from alone. “I need a hug!” said the voice of a sad salesperson at the other end of the…
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound like your company? You sell consultative…
In the context of selling, a blind spot is something you commonly do within your sales interactions that potentially threatens your success. And here comes the kicker… you’re not aware of it. I’m a sucker for sports cars. If a…
Afterall is said and done, success comes down to “How badly do you want it?” The eternal question is “Why are some driven and others not?” If you’re not hungry, obsessed to succeed, you lack the fuel to ignite your…
Part of displacing your competitor may also include displacing other priorities. I had an interesting conversation with Hank Barnes last week. We were discussing competitive displacements, a euphemism for stealing clients from your competitors, and the conversation turned to client…
This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same service for the same price, so…