All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork, asking for the sale countless times and overcoming sales objections time and time again if the orders aren’t coming […]
A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But […]
Your brand is what goes before you. Everything you do reflects on that brand. Your image can be enhanced or stained depending on what you do or say to or with prospects. Branding is a professional statement of what your […]
There isn’t much in sales that’s more important than your pipeline generation. Without leads, you’re dead in the water, and to take control of the quality of leads coming through, and manage them effectively, you need a quality sales system […]
We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: What exactly are hot buttons? The last […]
Closing the sale is one thing. However successfully managing the account is yet another level of selling entirely. In particularly, when dealing with large, major or key accounts; after the sale management is where the actual selling begins. The […]
Every year I attend about 200 or more exhibitions and trade fares around the world and it doesn’t matter what country I am in or what market the exhibition is representing I always meet with the same types of exhibitor. […]
I have spoken many times on this blog about how the sales process has changed, and that the modern day buyer now makes their purchasing decisions in a completely different way to their predecessors. Modern day buyers are much […]
You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment, and sealed it with cement. The sales interaction was flawless; you covered every […]
We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, dealing with today’s modern, more educated consumer, […]
Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, […]
You know the drill: you do a great sales interaction, cover as many objections as possible before they arise, ask for the order, and then continue to ask for the order. One of the oldest idealisms in professional selling is […]
Every day, I hear from salespeople who are confused, frustrated or defeated by facing what they feel is a nearly insurmountable Sales Objection: “I am sorry, but I am very happy with my current supplier/vendor. We have been doing business […]
For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and […]
“Well, everything looks good. But I just have to ask my wife about this…” “Yes, it is a great offer, but I always discuss things like this with my husband first…” We are all familiar with the spouse objection, […]
