Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
The worst seems to be over but our economy is, inevitably, cyclical. Like the rest of us, it has its ups and downs. Yet, when we are in a down cycle, do you get nervous about the economy? And do other factors external to your industry, including world events (such as elections for example) cause
Well it’s the love season! Valentines day is around the corner and love is in the air. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him. Though I don’t actually know your answer I am guessing most of
Selling and Dating, It’s Not That Different Selling and Dating aren’t that different. Selling through communication is key. What does that mean? well, let me ask you this. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him.
“I’m going to try my best to do a great ‘elevator speech/benefits statement’ so the customers know exactly what we do”. We put so much time and energy into coming up with this big introduction/benefit statement and honestly, it is not as important as any of the other things that we do. This thought
“I feel like nothing is working. Whatever I do, it doesn’t seem to matter. I thought the economy was getting better but no one is going to buy right now,” Connie said in frustration about her recent sales numbers. “I really think that, once the economy truly turns around and people are feeling more confident,
If there were one thing I could emphasize to C-level executives is that starting with the right people, the best people, is the key to everything. Yes there are lots of other important factors, if there wasn’t, I wouldn’t have contents for the book, but I often get asked to “train-up my
How often as a sales director, do you get that dreaded feeling from your reps as well as yourself about the weekly sales meeting? Does it go longer then it should? Did you really feel like you got something accomplished or did you just go through the motions? Why is that feeling so common? Here’s
Top 5 Sales Presentation Fails When making a sales presentation there are some mistakes that will often cost you the sale. Most of us do not understand how to truly give a great presentation. First of all, stop giving presentations. Why? Because you are giving away free information that they now have and haven’t earned
The 7 Critical Elements to Sales Success Selling is one of those things that most CEOs think if they hire their team with a good resume of experience, poof…they can sell. How’s that workin’ for ya? That has been a badly failing method for as long as I have been in sales so lets