The Sales Blog
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...]
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...]
It is easy to focus on the end game in sales, getting caught up in selling the solution that will help your dream client to overcome their problems or capitalize on their opportunities. But the first thing your prospect has to buy is you. You are the solution! Buying You: … [Read more...]
Build the Success Attributes There is no better—or faster—way to build your self-confidence than to build your competency in the foundational success attributes and the foundational sales attributes. The more you gain in these competencies, the more your confidence … [Read more...]
The ability to diagnose your dream client’s needs is a critical skill that is required to succeed in sales. But four common problems destroy the ability to conduct a good needs-analysis and prevent you from making a great diagnosis. Here are the four common problems and some … [Read more...]
Is This The Right Call To Make? Now that you have scheduled your sales call, it seems as if it might be too late to ask this question. It’s not. It is still a necessary question to ask, and it often prevents wasting your time and your dream client’s time. It can also keep … [Read more...]
Most of the mistakes we make on sales calls seem to be small mistakes at the time we make them. They are rarely glaringly big, disastrous mistakes, and most of the time salespeople and sales organizations don’t spend enough time analyzing what went wrong and where; they usually … [Read more...]
In my senior year of high school, I was required to take a class called Principles of Democracy. The class was an American History class, and it included material on the formation of the United States, as well as the principles and formation of our government. I was seventeen … [Read more...]
There are dozens of reasons that deals stall, but none more prevalent than simply failing to either elicit dissatisfaction or failure to create it. Dissatisfaction is a prerequisite to every sale. Without it, your pipeline will be full of “opportunities” that our old … [Read more...]
A few weeks ago I received an email from a first time salesperson struggling to make appointments. Her problems are many, starting with the fact that she has no sales training and no sales manager. Her question was on how to get better, and I recommended two of my favorite sales … [Read more...]
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