People get into sales for different reasons. Some people love selling. Some of us end up forced into the role by someone who recognizes something in us that indicates we can and will succeed in sales. Lots of people get into sales because of the…Continue Reading
There are millions of reasons that salespeople fail, and there are even more ideas about how to help them improve and succeed. But the primary reason that salespeople fail is something that is irreparable; it is something for which there is no…Continue Reading
You have been working on your best client for months. Maybe years. You have developed the relationships. You have discovered every bit of dissatisfaction. You have worked with them to build a vision of how to achieve a better outcome. You have…Continue Reading
When you meet new people, you are invariably asked what it is you do for a living. For occasions when you meet people with whom you may want to do business, in situations where you have limited time and access, the common wisdom recommends that…Continue Reading
Every salesperson uses a script. Period.
Many salespeople deny that they are using scripts. This is not true. What is true instead is that they use a script that they have never spent the appropriate amount of time or energy to craft as well as…Continue Reading
No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need to be accomplished on the way to a deal. Regardless of the process, the sales organization…Continue Reading
Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems.…Continue Reading