Ever gotten to the end of your sales presentation and heard: “Well, I gotta run this by the boss?” Do you qualify the buyer by finding out who and how decisions are made? Are you comfortable asking to be introduced to the decision maker? Find The Decision Maker My mentor Jim Wilson offers this advice:…
This blog is posted on July 4, 2019. In the United States of America we celebrate July 4th as Independence Day. This is the date when the Second Continental Congress declared the United States to be a free and independent country. The Declaration of Independence asserted each of us has the right to “life, liberty…
Slumps happen. The baseball slugger can’t even hit the pitch in the center of the strike zone. Fish are jumping and being hooked by everyone but you. The rest of the sales team is hitting quota. But there you are wondering what’s going wrong. You are in a sales slump. Take An Inventory Of Your…
Ever hear these buyer resistance comments? “We are doing just fine.” “Our current vendor is performing well.” “Now is not the time to make a change.” Or a hundred other put offs the buyer uses. The Need To Break Through Buyer Resistance Thinking Thomas Williams and Thomas Saine (Tom&Tom for short) in their book “The…
Has it happened to you? The phone call from an upset customer. Or your boss gets the phone call and tells you to fix it. Worse yet you walk into a meeting with the customer and he unloads on you. How do you handle the angry customer? Every Sale Has Three Possible Outcomes When we…
Have you ever lost a big order? Been fired? Had a bad day or week? It’s all part of life as a great salesperson. And they are great because they are mentally tough. Great salespeople go out each day to succeed sometimes to fail but whatever happens, they pick themselves up and do it all…
Here is the scene: You, great salesperson that you are, are challenged by your boss to break into an account who is very loyal to your competition. How do you sell against the entrenched competition? Typical Buying Modes For this blog let’s keep it to three modes most common to situations with entrenched competition: recurring…
What is the primary role of the professional salesperson? Win more business! How is that done? By getting prospects to change their buying behavior. Great salespeople know selling is a disruptive process. The Buyer Let’s look at a typical buying process for a manufacturing business. The production line needs raw material to make the…
Here where we live the Shenandoah Valley of Virginia, agriculture is thriving on small family farms. Some are modern and some are still farmed using horses by Old Order Mennonites. Corn and soybeans are grown, poultry raised and dairy cows milked. Plus organic vegetables of all sorts for the local food-to-table market. Think about how…
Do you measure your goal achieving time? Are you always stressed about not getting enough done? When did you last look at how you spend your day? Does your time investment match your plan to reach your goals? Two Kinds Of Time Many years ago I heard Earl Nightingale speak on time management. I’ll never…