The Sales Blog
Your dream client is counting on you to disappear. You have called. You have sent emails. You have asked for appointments. And you have continuously been told the answer is no. Your dream client suspects that you are very much like most of the salespeople she has encountered, and … [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 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...]
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...]
Too many people have a vision of themselves that is simply too small. Their vision is limited by what other people think, by what other people believe, or by their limited exposure to people with bigger visions. Small-visioned people lead quiet lives, conforming to the norms of … [Read more...]
Meet the New Boss Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my desk. The first stack was her … [Read more...]
This isn't your standard, run-of-the-mill interviewing guide. These are tough questions that help to enable you to determine whether the salesperson you are hiring is going to succeed. If you are a salesperson, this is your guide to discovering what areas you may want to … [Read more...]
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