When your customers make buying decisions based on value, they are doing exactly the same thing that you do when you make buying decisions as a customer. Many top sales executives believe that few of their salespeople sell well on…
The way you pose the question is hampering you and preventing any likelihood of finding the right answer. It’s time to reframe your thinking. Selling isn’t easy. Every seller has that one problem or question, the answer to which has…
There is no reason—other than laziness—to ever place a “cold” call. Cold calling. Just hearing the words causes chest-tightening, loss-of-breath anxiety for many. And it’s dumb. I suggest you never place another one. In fact, never even use the term…
Often, when a sales rep knows the right way to ask for the sale, they’ll be more inclined to do so! This common error costs more sales than most sales leaders are willing to admit. Here’s the thing, you could…
We all have troublesome customers who take up much more of our time and energy than our other customers. However, we continue to spend an inordinate amount of time on their demands and continue to get aggravated at them (and…
Sales managers are all around us; those in the selling game have likely encountered multiple. Like salespeople themselves, they have a wide range of qualifications, personality traits and work ethics, but the role of this figurehead is one that ties…
“You gain strength, courage, and confidence by every experience in which you really stop to look fear in the face. You must do the thing which you think you cannot do.” — Eleanor Roosevelt Is false evidence appearing real or is…
Most salespeople repeatedly find themselves navigating waves of extreme highs and lows. During their lowest points, they have to decide whether the metaphorical glass is half-full or half-empty. We’re salespeople. That means that most of us repeatedly find ourselves navigating…
Social engineering is asking for information from people that will help other people and the organization as a whole. One reason that most “cold" calls fail and result in rejection is that sales reps start their pitch the same way…
Consider how much time and effort you and your sales team spend preparing RFPs. What if you could do this faster and improve your success rate? What Are the Three Most Critical Success Factors When Writing RFPs? There are many…
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…
Don’t confuse your sales role with role-playing. Role-playing sends most sellers running for the nearest exit. Everything Terry was taught about sales reinforced the idea that he had to be, “larger than life,” or someone other than he was, in…