This week’s quote that prompted this article, “I like doing deliveries. I look at that as end-to-end sales. I sell it, make sure everything goes smoothly and then finally I deliver it and make sure they’re happy.” On the surface, it sounds good, right? I mean that makes sense except for one thing: the definition […]
Is Service Part of Selling? Read More »
This week price has been coming up a lot on my coaching calls with sales reps but there was one comment in particular that compelled me to write this article. In a story related to a sale he made last week, a rep said, “I told the guy, ‘Look, you just tell me where the
How Important is Price when Selling? Read More »
Recently I met with a new sales rep who’s been in sales for a little over six months. He’s made two sales; he should be closer to 30. I started by asking how many sales calls he’s been making, how many proposals he’s presented, what he’s been saying, and what his overall process has been.
A Frustrating Problem Costing You Time and Sales Read More »
I was recently in a sales meeting for a company that I just started working with. One of the subjects that came up was how to handle the first interaction with the prospect. By first interaction, I’m referring to the first conversation with someone who seems to have some interest and has decided to at
Your First Conversation with a Prospect Read More »
I’m writing this on Monday, January 2, 2023. Because January 1st was on a Sunday, most businesses are closed today to give employees an “official” day off from work. The closed companies include most of the ones I do sales training for. That makes this a perfect day to test the sales reps I train,
The “Timing” Excuse that Kills Sales and Business Read More »
There’s an idea I share during my speeches that massively increases the business of everyone who follows it. It is not for the faint of heart and it takes some work but, f you’re willing to do it, it will significantly grow your business. Many of you are going to groan, wince, swear, or do
How to Massively Increase Your Business Read More »
These days a lot of sales ‘gurus’ try to refute the fact that sales is still a numbers game. They say things like, “It’s not about the numbers, it’s about the relationships.” Well, they’re right on the latter part of that statement, it is about the relationships but, in order to get the number of
Sales IS still a Numbers Game Read More »
It amazes me how many salespeople don’t have an annual sales plan. Of those that do, many just put it together once and barely, if ever, look at it again the rest of the year. We all know that people with written goals and a plan for their achievement, who focus on those goals continuously,
Putting Together an Annual Sales Plan Read More »
When I started my sales training business I used to speak to some sales groups for free. Two days before one of those speeches I got an e-mail from the sales manager saying that the salespeople wanted to spend the time in their next sales meeting learning how to use a new software program versus
Has selling changed? Will the latest tech and approaches help? Read More »
I belong to a workout group called Battle Ready. Basically, it’s everything you want to know about working out, weight management, etc. It’s run by Erin Alejandrino. We have a couple of group calls every week, and a recent one: ‘Why Your Results Suck’, tied into sales. The first five reasons for bad results in
Why Your Sales Numbers Aren’t Good Read More »
Have you ever thought about incorporating a sales trainer that can coach and motivate you? Do you think a sales trainer might be the missing piece of the puzzle in your sales journey? If you’ve thought so, then help is right here.
