The Sales Blog
As you work through deals, there are certain points where you have to make a decision. You have to make a choice. Your decision can determine whether or not you win the deal. Your decision can impact how your dream client thinks about you, and how they view all of their … [Read more...]
You made the call, you scheduled the appointment, you did your discovery, and you made your diagnosis. You discovered the truth of your dream client’s problems, you helped create a vision of a better outcome and a better future, and you won the deal. Congratulations! Your sales … [Read more...]
Producing results in sales doesn’t always seem to line up very neatly with your effort. Some days you can bang out hundreds of cold calls to no result. Other days you can make ten calls and schedule five appointments. Some of the deals you work the hardest to close don’t go … [Read more...]
You feel really busy while you are at work. It feels like you are always doing something productive with your time. It might surprise you to find out how little time that you actually spend selling. This week (and next week), take a daily inventory of your time. Use the … [Read more...]
When you were young, your parents chose your teachers. It is more than likely that they sent you to a school that was chosen because it was close to your house. If you took lessons in music or sports, that decision was almost certainly based on how close you were to your teacher … [Read more...]
I just finished reading Sebastian Junger’s brilliant new book, War. Junger was embedded with a company of the 173rd Airborne in the Korengal valley, where the war in Afghanistan is being fought. I loved the book, but I wouldn’t recommend it unless you are prepared to have … [Read more...]
Week One | Study the Iron Laws of Success: There are common attributes that all successful people possess. By reading, studying, thinking about, and applying your efforts and energies towards improving these attributes in yourself, you can become more successful at sales (and … [Read more...]
My post last week on not selling price elicited a number of comments on another LinkedIn group. Really, I don’t mind being told that I am wrong (I am married, after all). But it is a lot easier when I am actually wrong. The conclusion of the post is the summary that is … [Read more...]
We have spent time here talking about dream clients and how they differ from prospects. Dream clients are better than prospects; you must spend your time working on your dream clients. When you don’t work on dream clients, you sometimes find yourself in the unenviable … [Read more...]
My friend Howard Bloom is one of the brightest minds I know, and the world’s greatest science researcher and writer. If you are unfamiliar with his work, you should start with The Lucifer Principle: A Scientific Expedition Into the Forces of History and work your way to The … [Read more...]
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