Read the literature today about the characteristics of great salespeople and you will find common traits. And they are different today than those of past generations of great salespeople. Take my dad, the most influential salesperson in my life. He got in his car every Monday morning and headed out to see customers. When he…
So you have done the research on a prospect. Determined they would be a good customer worth pursuing. Fought your way past the gatekeepers. And now you have a meeting with the decision maker. What’s the most important sales skill you need to have perfected for this meeting? Great salespeople know that getting the prospect…
There you are great salesperson, hanging out with your sales buddies at the end of the month. Everyone has a good sales story to tell about how they landed the big one. But how many of you actually track your Key Sales Performance Indicators? Those are the metrics which tell you how good you are…
Life in the US is looking like it’s returning to normal. Restaurants are opening, movie theaters, too. Travel for business and pleasure is picking up. People seem a bit more relaxed as the social restrictions are lifted. So that’s all great. But did you hear about the container ship blocking the Suez Canal? How about…
My wife and I recently attended the graduation of our oldest grandchild. Listening to the speeches I was struck by how a commencement address reflects on the life of a great salesperson. The messages congratulating the students on their success in high school and encouraging words about the future outline what every great salesperson believes….
What you, great salesperson, are shocked that a sales skill is getting to “no”! Think about it. Do you win every sales pursuit? Do you want to convert every prospect to a customer? And aren’t you the one advising those new salespeople that selling is a numbers game? So the sooner you get all those…
Ok so “selling behaviors” might not register with you, great salesperson. Maybe it’s an archaic term. So how about selling tasks or selling activities or just stuff we do to close more sales. Whatever you want to call it these are the things we do every day over and over to become the best salesperson…
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. While enjoying your work and being optimistic is important, successful salespeople focus on behavior. That is, the daily level of activity accomplished. It is behavior—not attitude—that makes all…
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…