The Sales Blog
Paying homage to Lefsetz. Then, it was very difficult to acquire information about your prospects. Now, it’s impossibly simple to find information about your dream clients—if you do the work and use the tools. Then, there weren’t a lot of ways to prospect. It was … [Read more...]
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in. Conflict at the Start The conflict begins at the very onset of the relationship. You want a … [Read more...]
Take a look at the scale in the picture above this post. The scale is perfectly balanced. Your results in life—and sales—are very much like this scale. The scale that is your results is always precisely balanced, too. Whatever you put in on one side your side of the scale … [Read more...]
So many things in sales are outside of your control. This means that you have to be exceptional at all of the things that are within your control. You don’t have any control over the relationship that your dream client has with your competitor, whether they are deeply in love … [Read more...]
There’s so much written now about how the imbalance of power between buyer and seller in the past was due to the fact that the seller had more information. Allegedly, because of the free flow of information on the Internet, your clients are now equal when it comes to … [Read more...]
Is it because you believe that the fact that you made a cold call to a prospect you are entitled to a call back? Do you expect a call back because you're too lazy to call back yourself? Is it because you return every telemarketing call you receive at home or at work? Do you … [Read more...]
I just listened to a voicemail from a salesperson. She said she wanted to invite me to a conference that I would “absolutely be interested in attending.” She left only her first name, her phone number, and a cryptic message. She bet (or her company bet) that the more cryptic … [Read more...]
Part of what your prospective client is trying to gauge from your sales interactions is what it’s going to be like to work with you and your company. You can help them feel what that’s going be like by giving the experience of engaging with your operations team early in their … [Read more...]
Leaving A Trail of Negativity Behind You