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...]
I have written here about salespeople in name only, those who want to sell without selling, those who don’t want to sound like a salesperson, those who wish to be trusted advisors (even when that means that they cannot ask for commitments), and those who believe that they are … [Read more...]
Sales processes provide a road-map to guide the salesperson from one stage of the sale to the next, obtaining the outcomes necessary to improve their odds of winning the deal. The stages of most sales processes include things like ensuring that you have uncovered the … [Read more...]
There are some laws that cannot be broken no matter how hard you try. Gravity is one of these laws. You may be able to beat it for a short time, but it will relentlessly work to replant your feet on the ground. And it will win every time. Selling has some iron laws that are … [Read more...]
This one is going to sting a little. Actually, a lot. Today I had a telephone conversation with Jeb Brooks of The Brooks Group. Our conversation turned to Sales 2.0 and whether or not those who believe that Sales 1.0 is going to be replaced by Sales 2.0 are indeed … [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 list of factors it takes to succeed in sales is long. It is even more difficult to build or improve your effectiveness in all of the attributes. Each attribute is an enabler of other attributes, and they are cumulative; they build on each other. The whole is much more than … [Read more...]
The language "overcoming objections" doesn’t work for me. First, the idea of an objection is often too strong to describe what it is we encounter in sales. Second, the idea of “overcoming” brings with it the idea that by doing so you win and the person “objecting” loses … [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...]
I know the hard sell. I have done the hard sell myself. I have seen it done by others. I have had it done to me. I have had it attempted on me. And I have studied it. The pendulum has swung too far from hard selling, in part because we are really confused about what a hard sell … [Read more...]
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