The Sales Blog
The space at the bottom of your sales funnel is just wide enough for you to get a deal through. You can think of the size of the bottom of your sales funnel as your personal sales capacity. It represents your ability to get a deal from target to won. Most of your deals will … [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...]
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...]
I am always interested in reading your feedback and your comments to my thoughts and my posts. I received a lot of comments, emails, and links to my post on how not to sell on price. This comment from Ghassan Alkhlout popped up in my email from one of the groups I subscribe to … [Read more...]
While you were sleeping, your fiercest competitor stayed up late into the evening reading a book that is going to help them bring their A-game up a level. In fact, two levels. While you were sleeping, your fiercest competitor was already out of bed and at the gym working … [Read more...]
Your dream client is going is going to ask you to provide proof that you can achieve the results that you promise when you tell your story. Often times you provide proof in the way of references, your existing dream clients who you believe will say the nicest things about you and … [Read more...]
It is your job to discover your dream client’s dissatisfaction (at least if you want to win the deal it is), to discover the ground truth, and then to develop a solution that helps them produce a better outcome. But the presenting problem isn’t always the real problem that … [Read more...]
Anthony: I am rereading your book with great interest. One thing that dawns on me is that you originally wrote this book in 1970. Is that correct? Mack: That is correct. Anthony: So for 40 years salespeople have been calling themselves consultative sellers and acting in … [Read more...]
You Are Going to Hear No. Don’t Believe It Means Anything. Your dream clients and prospects get hundreds of calls from salespeople. Your dream client has no way to know who is worth spending time with and who is not worth spending their time with. When faced with this dilemma, … [Read more...]
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