It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
“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
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
What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that
So What Are The Top 10 Sales Mistakes? Here they are listed in order of importance; 10) Not pre-qualifying a potential appointment before you commit to going on it. I still hear people sway, “I go for the appointment, if I can get on front of them I have a better chance of selling it”.
Whenever I go anywhere – a lunch, a networking event, a fundraiser people are constantly giving me business cards, sometimes often before they say ”hello”. We put so much emphasis on these 2-by- 3 cards and for what? Do you think it’s going to sell for you? Have you experienced the people who hand out so
