You are probably thinking: “Crawford, you have really lost it now. This quarantine is getting to you. Of course they are buying what I’m selling. I got the sales to prove it.” Really? It’s true nobody buys what you are selling. Your customers buy because they are convinced your product or service will solve a…
Great salespeople are always looking for ways to increase their customer base. Right now during this pandemic, you might be scrambling to deal with the effect on your current customers. And think you are too busy fighting fires to look for new customers. But then why would this time be any different? More intense maybe…
Great salespeople are always tuned in to when to use the pivot. Over the course of a long sales cycle pursuit things can change. And even in short sales cycle or one-call-close salespeople watch for changes in the buyer. How does the great salesperson know when to pivot? By asking good questions and actively listening….
So there you are great salesperson. You have a collection of products and services to sell. All presented in living color on a well-designed website and in a beautiful printed catalog. Off you go to meet with the buyer proud of what you have to offer. But more importantly armed with the tools to understand…
This is a challenging time for “road warrior” salespeople who like to be in control. The Corona virus pandemic has caused uncertainty in the economy. Businesses are trying to survive stay-at-home orders. Customers we had traditionally met with in person are now working from home. But yet great salespeople understand how to cope and even…
Great salespeople are expert and dealing with “no”. It’s part of the sales process. Not every prospect is going to want or need your product or service. Sometimes salespeople are dealing with “no” for reasons outside of the control of either the buyer or the seller. Think about a company supplying food to restaurants when…
Great salespeople value their time. When you hit a stonewall and feel a customer or prospect is wasting your time use the “take away” technique. Whether it’s a confirmed meeting which keeps getting put off or an offer on the table without a decision a salesperson can take it away. The Value Of The Take…
“Nothing ever happens in business until somebody sells something” is the old adage. So until you, great salesperson, close a deal your job is not finished. In these times of disruption of the traditional face-to-face selling process the follow up has a different look. Looking at a prospect on a screen offers a different set…
Great salespeople have a sales process. Whether sitting face-to-face with a prospect or meeting virtually, every successful salesperson has a process to move the prospect toward the close. While each of us may apply the fundamentals differently, we all know following the sales process is vital to finding, winning and keeping good customers. The Fundamental…
Wow, every day I get at least one blog post or email about selling virtually. You know it’s now common practice for great salespeople to practice our craft in front of a computer screen instead of sitting face-to-face with a prospect. Now I’m old road warrior and the virtual meeting is new to me. Or…