The Top 3 Common Sales Mistakes I recently had a birthday (certainly I’m not admitting which one…). I reflected a bit about my personal and business life. Being a trainer, I’m amazed that as much as the world of business has changed, business-development professionals are still making some of the same top 3 common sales
“It is easier to sell a product because you have something you can actually show the prospect.” “If I ask the right questions, I can sell a service without show and tell” https://vimeo.com/manage/videos/569508965 Is it easier to sell a product or a service?
https://www.youtube.com/watch?v=nSUJwmPQEyg SIMON SINEK-The Difference with Great Leaders I was fortunate enough in my last 2 books to have Ivan Misner, the ‘Father of Networking’ and founder of BNI (business network international) Do the forward in my book To Sell Is Not To Sell. Listening to Simon Sinek and reading what Ivan Misner wrote
The Importance of Storytelling What’s better, the book or the movie? It is all about storytelling. When you read a book, you have the ability to create what the scene looks like, what the characters look like, even the voices and sounds therefore the story becomes yours. When you put something in your own brain,
Slowdown to make more sales https://vimeo.com/746638687 Slowdown to make more sales seems counter intuitive. Sales is about working hard and fast. One sale and then onto the next. Well, yes and no. The difficulty is we are always feeling pressure to make the sale and move to the next. I get it. I’ve heard it!
What is Optimal Sales performance? It is a very interesting subject. Most organizations think of “sales training” as often training on the ‘features and benefits’ of the product or service. That is only a part of it and actually can hurt the sales process. Sales training is learning HOW to sell not What to sell.
What Makes a Sales Superstar? Sales Superstars So are you hiring sales superstars or aren’t you? 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 weren’t, I
Selling Naked Selling Naked? What does that mean? It means going into a sales opportunity to truly listen and not Show up and throw up! You know who they are; you can see them a mile away. They walk into your office with a big smile and an even bigger briefcase, overflowing with brochures, color
Top 5 Presentation Fails! 5. Giving your proposal BEFORE your presentation One of the issues is giving the actual proposal to the client ahead of time or even to “follow along”. WRONG! For you to have control of the sales process, you need to follow the correct order of your process. Once you hand that
Top 5 Lunch Meeting Mistakes Talking about business too soon. Listen, you’re there for a meeting. You’re at this restaurant to talk shop but you also need to show basic social graces. If you jump right in with the business talk the person you’re meeting with isn’t going to be
