The Two Most Powerful Words That Will Make You Sell More
Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level
Sales people are searching for the secrets to selling success…These two words are the drivers that will take their income to a new level
Don’t Parrot – Integrate!
Given the fact that we think a lot faster than people speak, and much faster than our ability to listen, it is always important to look for ways to stay focused on what a prospect is telling us, and not rush ahead or interrupt with a thought triggered by something they said. My favourite way, is one I was taught long ago by a mentor; his approach is to ask yourself what you can ask the prospect/buyer, based on what they just said, makes you focus, listen, process and fully and actively engage.
How Sales People WANT To Be Managed…And How They SHOULD Be Managed
Sales people often say they want to be managed as if they were operating their own business. And, that’s exactly how they should be managed. Yet, there is a disconnect between how sales people perceive running a business works…and real-life. A sales business plan can help bridge this gap.
If Price Really Matters
Price has always been a main reason that keeps sales people from selling. At least, that’s what sales people say. Here is some humorous evidence to the contrary
KPI’s – What Are They To You?
Talk to any ‘executoide’, and KPI’s (Key Performance Indicators) are bound to be part of the conversation. Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. I often get the sense that many see KPI standing for Key Political Initiatives or Key (to my) Personal Incentive.
Are Your Sales People Missing A Key Success Ingredient?
The sales process you’ve defined to grow your business may be the very thing that is keeping your sales team from succeeding.
Are Salespeople About to Become Extinct?
There’s been much talk about the future of the sales profession. Yet, there are steps salespeople can (and should) take right now, not just to survive, but to thrive!
FU Is For Follow Up
If you follow this blog, you may have seen that several times I have suggested that those people who are not cut out for a career in sales, should seriously consider transitioning to a career in hospitality. Based on recent experiences I’ve had as a prospect, and seeing how some sales people execute their sale, I am beginning to firmly believe that there is an expert on clairvoyance, who on his blog, is recommending to his readers that those who can’t cut it as clairvoyants, strongly consider a career in sales.
12 Keys to Tuning Up Your Salesforce
3 B’s Of Pipeline Success
How you manage and stage your pipeline can be the difference between an OK year or career, or a consistently great one. To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core.