It is a proven fact that when a customer comes into a business and asks specifically for a particular salesperson, the closing percentage is 60% or higher than a person who is drawn in through advertising and general awareness. Prospects,…
Succeeding in sales requires a lot more effort than it used to. I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the effort a particular player made. Whether it…
Introducing a salesperson to cold-calling is the same as Edison introducing electricity to the world by demonstrating the use of the electric chair. It’s universally known that sales professionals hate cold calling. And, yes, it’s a questionable practice these days,…
Once you lie to your customer, it is reasonable for them to assume that you are willing to lie whenever it serves your interests. If there is one thing I can count on each evening around dinner time, it’s a…
He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him. Unfortunately we don’t get a second chance at a…
In an uncertain market, successful businesses realize that there is an opportunity to build, yet many put the brakes on their own success by feeding into the negativity around them. The market stinks. The economy is unstable. Rebates of the…
If a business’s professionals can’t provide the red carpet treatment – or any help at all – what is the point of spending money on technology and marketing? I don’t’ understand. Why does a business spend enormous sums of money…
Jeb Blount and Anthony Iannarino discuss the biggest mistake salespeople make and how to avoid the stalled deal.
This technique builds value in the most important part of any sales transaction — you and your belief in your product or service. You hear it all the time — if your price is higher than your competition you’re told…
“You may not realize it when it happens, but a kick in the teeth may be the best thing in the world for you.” – Walt Disney When I read this quote, I immediately resonated with it. The kick in…
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control of my situation. Lousy salespeople are…
I promise that it is almost NEVER about price. But, if it is, here is what probably went wrong. You jumped to what you were selling instead of focusing on the issue they needed to solve. You failed to engage…