The Sales Blog
1. Identify and Build the Team In many cases, salespeople lose more deals to the prospect deciding to take no action than they lose to competitors. Selling is always about change, and change is scary. Making the case for change in any organization requires building the team that … [Read more...]
1. Collect Great Stories One of the first ways to become a better storyteller is to collect great stories. Your life, including your sales life, is full of stories. Many of these stories contain the lessons that you have learned and the ideas that have proven the most useful to … [Read more...]
1. Possess the Foundational Attributes The first and most important thing to be able to differentiate is you. It answers the question: “What makes you different, and why should spend time with or buy from you?” There were two comments on this week’s post 2 Ways to … [Read more...]
To diagnose in sales is to be able to discover the root cause of your client’s business problem or challenge. It is the ability to recognize what is undesirable by the signs and the symptoms. But to diagnose is not to prescribe the cure—that is a very different outcome! 1. … [Read more...]
As we have moved from product sales, to solutions sales, to business improvement and acceleration sales, the skill sets for success in sales have changed. To be effective now, salespeople need to be great businesspeople; they need to understand how to create business results for … [Read more...]
1. Consistency Counts: Prospect Daily! Salespeople acquire new clients, and to do so, they necessarily open relationships. Prospecting is the art of opening new relationships. The new business opportunities that later turn into sales are initially identified through prospecting, … [Read more...]
I wrote a post for my friend, The Naked Redhead (that's the name of her blog. really). It is called Why You Must Kill Your Inner Critic. She posted it on Monday. If you ever doubt yourself, you may want to give it a read. … [Read more...]
Closing is the art of gaining of commitment. Some commitment gaining occurs at the end of the sales cycle. But more often there are many smaller commitments that allow the sale to move forward. The industry has historically placed far too much emphasis on the closing event at the … [Read more...]
1. Be Someone Worth Following Real influence has nothing to do with tips, tricks, or gimmicks. There is nothing that you can do in 8 minutes that has anything to do with real influence. While you may be able to persuade some of the people some of the time, there is no shortcut … [Read more...]
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