Leverage Friday afternoons for phone calls to people you haven’t been able to connect with or with prospects who are tied tightly to a competitor. It happens every summer. The number of sales appointments that get cancelled goes up and…
This makes the salesperson a shrewd negotiator, choosing to negotiate with the weaker party, making it more likely that a deal is done. One of the things I hear from sales leaders most often is that their sales force cannot…
How then do we make coaching conversations productive, efficient, and less stressful for the coach and coachee? With a bit of forward thinking and action and these 3 sales coaching hacks: We all know we are supposed to coach our associates, don't…
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…
Pay attention and adapt your style to that of your prospect and customer. I work with great salespeople and the most successful know how to connect with a variety of buyers. Salespeople are taught to identify and set meetings with…
Salespeople and sales managers are caught up in their own version of Ground Hog Day. They keep using the same approach, having the same conversations, which are leading to the same outcomes. Sales Ground Hog Days Does anyone remember the…