Most buying decisions are made emotionally and one of the strongest emotions known to man is pain. People will go to great lengths to alleviate or avoid pain, including paying top dollar. Successful professional salespeople master the art of getting the prospect to open up and reveal not only needs, but real pain. Finding the…
When someone gives you an unexpected referral to a friend or colleague, what’s your next step? The Unexpected Referral & What To Do Next It happened the other day. I was meeting with a potential new client discussing my business and his so we could have an understanding of whether there is an opportunity to…
Three Essential Tasks To Up Your Game You have looked at your closing ratio and thought: “I need to do better than this. But how?” Start by considering how well you do the three essential tasks to closing more sales: Prospect, Qualify and Follow-up. Prospect Look for those potential customers who resemble your best customers….
Sales: How to Refresh Your Relationship How do you think you are doing? Do your customers like you? Why do they keep using your service or business? Or why do they leave? Are you afraid to ask? Do you think that if you ask, you’ll get an ear-full? Ask for Feedback Keeping your customers happy…
Be the Best Sales Manager Sales Manager’s job is to be a leader, mentor and example for the team he or she leads. It’s more than just Rah, Rah, Rah on a Monday morning to get the team fired up for the week. How to Help the Team Grow The effective Sales Manager of today…
It Ain’t Over As Yankee Catcher Yogi Berra once said, “It ain’t over ‘til it’s over.” Sales veterans have come to realize that if something can go wrong, it probably will (good ol’ “Murphy’s Law”). That means you should button up the sale, or “buyer’s remorse” may rear its ugly head. Don’t take anything for…
Dealing With A Price Objection Price is the monetary value we place on the product or service we sell. It represents what our customer is willing to pay for the solution to the problem they are trying to solve. For most products, the marketplace sets the price a customer will pay to exchange their money…
Are You a Great Prospector? Prospecting superstars don’t have some secret formula. And they don’t leave sales up to chance. They put effort into what they do. They give it their best try and they do a lot of things right. Here are some of the things they do: They willingly give referrals. They always get…
Planning Is Everything Plan for success; don’t plan to fail. You have likely heard it said, “Failing to plan is planning to fail.” Or put another way by President Eisenhower, “Plans are worthless, but planning is everything.” Whatever you are trying to do rarely works out as planned, but the process of planning prepares you for success. Who…
Forget Attitude…Focus on Behavior I’ll bet you have heard more than one motivational speaker talk about positive mental attitude and how important it is in the quest for success in sales. Your Attitude Doesn’t Have to be Sparkly I am more interested in the daily behavior of salespeople, that is, the daily level of activity…