KPI, Key Performance Indicators. All great salespeople understand what activities it takes to succeed. And they measure what they do to be sure they are on target. KPI’s are the score card salespeople use. So what are the key performance indicators for you? KPI In Selling Selling is a numbers game. Great salespeople know the…
Hey there great salesperson, I know you are successful because you understand and use the 3-P approach to every sales call: Preparation, Practice and Performance. The 3-P approach gives salespeople the edge over the competition and leads to the sale. Whether it’s a one-call-close or a long sales cycle, use the 3-P’s at each customer…
The Softer Side of Selling is pleased to present a guest blog post by Leslie Campos at Wellparents.com, a mompreneur. Thanks Leslie for filling in while Don was on vacation! Not a mom looking to start or grow your own business? Show this article to someone you know who is. Mompreneurs Rock! Are you a…
So, great salesperson, are you wondering how taking time off is a sales skill? You ever heard of the saying: “When sales are good, you don’t want to take time off and when sales are bad you can’t take time off.”? So we just keep working until we are burned out, tired and no use…
It’s that time of year when new college and high school graduates are looking to the most important sale: getting that great job. This year is a bit different as the economy opens up and many who were unemployed during the COVID pandemic are wanting to get back to work. And some of you are…
As great salespeople we are all achieving goals. How do we go about it? We focus on the most important task at the time. That important task is determined by the immediate goals we have for achieving the long-term goals. So we plan goal achieving activities. Next we perform them. Then we check to see…
Well great salespeople I’ve been doing cold calling lately. Since the pandemic hit I’ve been working with our local Small Business Development Center. When a new program to help small manufacturing businesses was offered, I agreed to recruit companies for the initial cohort. So here I am again doing sales calls to create interest in…
Great salespeople know they have to maximize the time spent on selling activities. The salesperson’s primary job is to close sales. Any activity that interferes with selling needs to be either minimized or eliminated. Great salespeople are laser focused on prospecting, qualifying, closing and following up. Discipline Is The Key First set goals for selling…
Only a generation or two ago the primary sales tools for B2B selling were a car and a telephone. Those great road warrior salespeople like my dad, got in the car and drove to their customers. Found a pay phone and called the orders into the “home office.” Now with a few clicks on a…
Great salespeople always choose the right word. The words we use when speaking with prospects and customers determine the outcome of the sales pursuit. It’s not only the meaning of the words we use but the emotional effect on the buyer. Think about and carefully choose the words you use to improve sales. Proposal vs. Quote Are you…