To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of these attributes is the foundation for all others. Only one is the master key to sales effectiveness. This attribute stand…Continue Reading
"I don't want to come across as selling."
"I don't want to be perceived as being a salesperson."
"I don't want to sound sales-y."
These three comments trouble me. Deeply. They are all real, and I encountered all of them in the last week. They…Continue Reading
In Yesterday's post, Deals Stalled? How to Stop Taking Yourself out of the Sale, I wrote about the danger of agreeing to something that limits (or eliminates) the salesperson's ability to influence the outcome of the decision to buy their product…Continue Reading
Too often salespeople cause deals to stall because they take themselves out of the sale (or because they let themselves be taken out of the sale).
What does it mean to be taken out of the sale? It means you agree to something that allows the…Continue Reading
Tuesday's post, The Truth About Why Salespeople Don't Like Cold Calling, continues to generate no end of comments (both in agreement and violently opposed). A few comments have suggested that cold calling is ineffective when calling the C-suites.…Continue Reading
One of the comments I received from a reader earlier this week brought this idea to mind. It stuck with me. Her comment was intended to elevate the field of telemarketing over telesales. But the real difference in her defining of the two fields…Continue Reading
Yesterday's post, The Truth About Why Salespeople Don't Like Cold Calling, generated all kinds of feedback, mainly falling into two camps. The first camp is the "cold calling is effective" camp, all of whom have had enormous success using cold…Continue Reading
There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, cold calling is what they do. For professional salespeople, cold calling is one tool in an arsenal of many tools (or at least…Continue Reading