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...]
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 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...]
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...]
Chasing the Dream (Client) I had chased a major dream client through their prior two RFP processes. This company was perfect for my company’s solution and, based on all of the information I had gained from their stakeholders over the years, I knew we were the right fit. This … [Read more...]
Selling to purchasing, or to any financial decision-maker, is wrought with problems for salespeople. First, because of the method in which purchasing buys, they necessarily turn ever purchase into a commodity purchase. This is true, even when the purchase is of a service that … [Read more...]
Yesterday I posted The TSB Success Attributes Interviewing Guide. It contains some tough questions that can help you determine that a sales person possesses the attributes that underlie success in any endeavor (even though they are geared towards sales). These questions … [Read more...]
How do you win new clients? What are the underlying conditions that precede an opportunity for you to compete for their business? It’s far easier to point out all of the behaviors that put our competitor’s clients at risk, and much harder to identify the behaviors in … [Read more...]
Yesterday I received a letter from my insurance company informing me that as of May 21, 2010, my backup sewer and drain coverage would be removed from my homeowner’s policy. During a torrential downpour last year, I was unfortunate enough to have lost power and my sump pump … [Read more...]
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