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...]
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...]
It easy to fall into the trap of believing that there is nothing you can to do win a deal after you have presented your solution. You want a favorable decision from your dream client, and you know you faced stiff competition. But the race isn’t over until someone crosses the … [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...]
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...]
Your dream client spends money in your category. They usually spend a lot in your category. This is one of the reasons (but only one of the reasons) that make them a dream client. If a company doesn't spend money in your category, it cannot be a dream client and you must … [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...]
Sometimes the real power resides with a decision-influencer, and that can be darn important to moving the decision-maker. But there is an equally powerful polar opposite to the decision-influencer who views you and your solution favorably. This one views you less favorably: the … [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...]
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